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Webinar on Key Account Management |
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On 3rd September 2024 02:00 PM to 05:00 PM By Mr. Suresh Gopalaswamy Visiting Faculty at IIM & Senior Advisor |
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Overview Key accounts are not only you’re most valued clientele, but are also the accounts most likely targeted by your competition. Therefore, it is of significant importance to continuously advance one’s skills in developing and managing key accounts, to ensure you can retain your most important clients and simultaneously maintain your organization’s long-term viability. This programme will give these account managers the opportunity to practice, refine and build their skills and learn to effectively implement KAM principles in target accounts. Course Objectives • Consider the constantly changing role of the Key Account Manager • Examine proven practices in the development of sales, which relies on creating effective business partnerships • Gather ability to use techniques for achieving account goals and objectives Who Should Attend? Meant for experienced sales professionals who manage key - strategic business relationships What You Will Gain Retention of key clients, Increased sales, Improved margins, customer loyalty Contents Ø Key Account Management (KAM) defined ü Definition of key account management ü Criteria for qualifying Key Accounts (KA) ü Managing customer profitability and Customer Relationship Management (CRM) ü Definition and goals of CRM ü The value of loyalty ü Acquisition costs and lifetime value (LTV)
Ø Key Account Relational Development Model ü Business partnership defined ü The KA relational development model ü Pre and Early relationship stage ü Mid-relationship stage ü Partnership relationship stage ü Synergetic relationship stage ü Reasons for divesting partnerships
Ø Account Analysis ü Defining and selecting KA
Ø The Key Account Planning process (KAP) ü Two layers of planning
Ø Critical Role Of Key Account Manager ü Role – responsibilities of key account manager ü Managing KA meetings |
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Profile of Faculty Mr. Suresh Gopalaswamy - Visiting Faculty at IIM & Senior Advisor Experience of 20+ years in Behavioral and Functional Training, Profit Centre Operations and Sales & Distribution Management. Have facilitated and coached clients from wide range of industries. Retired from HUL as Senior Manager Channel Operations. Currently operating from Bangalore, Kolkata and Delhi. Mr. Suresh is Guest Faculty at IIM-C for MDC programs for Senior management as well as ISS probationers. Mr. Gopalaswamy has Diplomas in Management, HR Management, Change management and a certification in Storytelling. Mr. Gopalaswamy’s area of expertise include Sales Management, selling techniques, Business Partner Management, Lead Management, Train the Trainer, Competency Mapping & Development, Business Story Telling, Change Management, Execution Skills among many others. Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure Sector exposure: Manufacturing, Heavy Engineering, Industrial Products, Automobile, Automobile Parts, Oil and Gas, PSUs, Energy, Electricity Supply, Infrastructure, Paints, Adhesives, FMCG, Consumer Durables, Hospitality, Health Care, Fashion, Music Sales, Appliances, Real Estate, Projects, Telecom, IT, Banking, Jewelry. |
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Pre-requisites You should have good internet connection and good quality headphone/speaker set with Laptop / Desktop. You should have notepad/pen to note down important points. |
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How to Register –
18% GST is applicable > Mode of Payment: NEFT /Paytm / Credit Card/ GPAY > Fees include certificate of participation & Course Material. *Terms & Conditions apply Best regards For GFORD Institute of Management Pvt Ltd Deepak Kapoor For Booking seats Email : gfordseminar@outlook.com Mob. : 9711114779 / 9315556407 For Query and nominations – 9560940218 only Whatsapp For unsubscribe from the mailing list, please mail us on deletemailgford@gmail.com |