Key Account Management: An Overview
The New Landscape of Account Management
Understanding the Buy-Sell Ladder Model
Key Account Analysis and Qualifying
The Key Account Manager as a Business Developer
Understanding and Working the Customer Loyalty Ladder
Building Client Chemistry with F.O.R.M
Strategic Analysis
Targets and Goals
Activities
Reality Check
Reengineering Your Team Selling Process to Avoid Mistaking Motion for Action
Reviewing the Selling Process
Identifying your Unique Selling Propositions (USPs) and Distinctive Selling Points (DSPs)
Creating a Competitive Analysis Matrix Using USP and DSP to Neutralize Competition
Designing and Implementing Key Performance Indicators
Creating a Balanced Scorecard (Business Performance Audit)
The Definition of Negotiation
The Difference Between Persuading and Negotiating
The Negotiation Process
The Phases of the Purchasing Decision
Influencing Decision Criteria
Effective Concession Management During Negotiation
Completing Your Negotiation Plan
Stages in Team Formation
Building a High Performance Team
Defining Team Roles
The Team Motivation Mix
Management versus Leadership
Practices of Exemplary Leaders (Industry Practices)
Writing a Typical Business Proposal
Formatting Tips and Tricks for Winning Proposals
Creating Your Own Proposal Template Using a Suggested Proposal Format Guide
Recognize the importance of re-defining businesses processes to match the ever changing market and customer requirements.
Produce clear sales and marketing differentiators to neutralize competition (value-based proposition).
Design and use financial ratios and KPIs to measure their operations’ effectiveness.
Use leadership, negotiation and power proposals to leverage their business and lead the national key account team.
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