Certified KEY ACCOUNT MANAGEMENT PROFESSIONAL

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NAME OF THE COURSE	Certified KEY ACCOUNT MANAGEMENT PROFESSIONAL
CERTIFICATION	Certified KEY ACCOUNT MANAGEMENT PROFESSIONAL

COURSE OVERVIEW	Managing key account the right way is a critical function of any customer-oriented business. Selling to these existing customers is one of the biggest untapped opportunities for revenue growth. In fact, top performers in key account management experience significant revenue growth, higher profitability and greater year on year customer satisfaction. This course is structured to enable participants to acquire critical knowledge and skills needed to turn customer growth opportunities into growth realities. Participants will learn proven methodology and techniques in key account management that will allow them to systematically break new grounds.

TRAINING DURATION	Total Training Hours: 16 Hours
	Training Duration: 1 Week
	Total Training Days: 2-3 Working Days

TRAINING SCHEDULE	Weekdays (Sunday to Thursday)
	Regular Sessions: 4 – 6 Hrs Per day (9 am to 2 pm or 3.00 pm to 9.00 pm)
	Food & refreshments Included
	Weekends (Friday & Saturday)
	Fast Track Sessions: 8 Hours per day (9 am to 5 pm)
	Food & refreshments Included

CERTIFICATION	Globally recognized certificate from “Kings Global Career Academy”

TEST	No

LEARNING AIDS	Yes

COURSE MATERIAL	Hard & Soft Copies of Study Material

LANGUAGE OF INSTRUCTION	English

INSTRUCTOR HELPLINE	Yes
	1. Email
	2. Social Media (For Emergency requirements)

REGISTRATION REQUIREMENTS	1. Passport Copy
	2. Curriculum Vitae
	3. Passport size photographs
	4. Course Fee

MODE OF PAYMENT	Cash / Cheque / Credit Card / Bank Transfer.

WHO SHOULD ATTEND	Executives, Managers, Supervisors, Team Leaders, Frontline and Support Staff from diverse industries

COURSE BENEFITS	Understand how to develop a key account management framework Understand what it takes to manage key accounts Learn innovative techniques to acquire deep customer understanding Learn critical tools to drive growth with key accounts Learn goal setting and segmentation methodology on key accounts Learn to develop a custom business plan Learn performance review techniques and refinement on the business plan Increase the rate of success to achieve desired results with key customers

COURSE CONTENTS	Life-Time Value of Key Accounts & Cost of Core Customer Defection Key Enablers to Exceed Customer Expectations The Key Account Servicing Cycle Knowing Your Core Customers: The Three-by-Three Penetration Technique Hi-Touch Service Techniques: Understanding their Challenges & Concerns Enhanced Competence & Differentiation to Wow Customers Developing Key Strategies for Business Growth & Referrals Service Scan & Value Creation: Opportunities & Capabilities Developing Creative Solutions through Customer Consultation
ELECTIVE	Introduction Training objectives Learning outcomes Definition and Model The rationale behind KAM: Why is it essential? How does it contribute? Learn the difference between traditional selling How to create/understand the vision, objectives, benefits? Learn about KAM model Roles & Competencies What are the attributes that a key account person should have? Mindset: understand the key account mentality What are the accountabilities & competencies Customer Understanding Understanding the customer’s organization Learn how to identify needs & objectives Understand the buying process of the customers Understand why decision making is important Leveraging on SWOT How do we use the Empathy Map to understand our customers? Customer Understanding part 2 Techniques to create Rapport building Learn questioning techniques Understand how active listening works Reflection on the 1st-day workshop Selection & Prioritization How to optimize the selection process? Learn segmentation methodology What are Growth Strategies to use? Defining Goals Learn techniques for setting goals How to maximize success with these goals? Business Planning Understand the importance of a customer business plan. What to include? Ability to create one. Alignment & Value Creation Learn how to communicate the value Understand the steps to create value Execution Learn techniques on effective execution Enforce key account managers as leaders. How? Performance Review Learn new ways of effective performance measurement Making adjustment. How? What?