Key Account Management

24th April 2019 – Chennai – Hyatt Regency

26th April 2019 – Delhi - The Leela

22nd May 2019 – Bangalore – Royal Orchid

30th May 2019 – Mumbai – Hyatt Regency


Mr. Suresh Gopalaswamy

Visiting Faculty at IIM & Senior Advisor


This program focuses on creating a structure for account management professionals to develop a strategy to manage the critical customer relationships that ensure business success. This leads one to examine the operational processes required for effective account management and good working relationships between both parties.

Techniques for increasing the penetration throughout the depth and breadth of the account are covered. In addition, the key elements of handling meetings, negotiations, building buyer needs, and understanding the emotional influencers which motivate people to buy, are also examined and discussed.

The course is very practical in nature, and includes exercises, which give the participants and opportunity to reflect on how the subject matter relates specifically to their existing accounts. It also provides tips and ideas to assist participants successful manage high value accounts.

Who Should Attend

Meant for experienced sales professionals who manage key accounts, and strategic business relationships

Pre requisite

It is important that participants have already attended professional sales training, as this program is focused on developing higher level client relationships, and identifying key strategies to help enhance their current sales techniques

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

• Understand the strategic processes and operational objectives which lead to increased account penetration and maximum profit opportunities

• Develop a broader understanding of ‘customer behaviors’ and their impact on buying decisions

• Know how to handle an account meeting and the negotiations within it

What You Will Gain

• A clearly defined, timely, and dynamic approach to the planning process, not just for the present, but more importantly, for the future

• An insight into the key strategic and operational processes, as well as the marketing principles, that will enable delegates to understand the importance of getting the account strategy right

• Techniques for building the best relationships with key accounts


> Introduction and Icebreaker

> Expectation Mapping

> Context Setting for the Program

> What is KAM

> Basics: Elements of  KAM

Difference between KAM and selling

What are Key Accounts

Benefits of KAM

> Defining and Selecting Key Accounts

> Determining the Key Account Portfolio

> Types of KAM

> Contextualizing each KAM type

> Selling to Key Account

> Relational development Model

> Business Planning

> Alignment & Value Creation

> Influencing and Negotiating

> Account Strategy

> From Customer Service to Customer intimacy

> From KAM to SAM – Strategic Account Management

> What is your Influencing Style

> What is your Negotiating style

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.  Has facilitated and coached clients from wide range of industries. Retired from HUL as Senior Manager Channel Operations. MR Gopalaswamy 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, Competency Mapping & Development, Business Story Telling, Change Management, Execution Skills among many others.

Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure spanning Civil Services, PSUs, FMCG, Consumer Durables, Fashion Garments, Manufacturing, Industrial Products, Automobile Parts, Infrastructure, Hospitality and Health Care

Timings: 10:00 am - 5:00 pm, Registration begins at 9:30 am*

How to Register:

> Fees: Rs. 9900 /- +18 % GST per person.

> Please write to 

> Call Mr. Rajeev Gupta- 9711114779 / 9540012349 / Call -011-42111617

> Mode of Payment: Cheque / DD / NEFT /Paytm

> Cheque favouring GCM Worldwide payable at New Delhi.

> Our GSTN. No. : 07AECPA0806Q1ZO

> Fees include Refreshment, Lunch & Course Material. *Terms & Condition Apply.

GCM Worldwide

SF - 46, Cross River Mall, Plot No. 9B & 9C, Near Karkardooma Court Metro Station

Karkardooma, (CBD Shahdara) Delhi – 110032

Tel -011-42111616/617

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