Designing your Key Account Plan

Short Courses
In today’s competitive market it has become more crucial than ever to make sure the sales team are at their best. Key Account Management (KAM) is a hugely important development in business-to-business selling and relationship management. Success can no longer be derived by salespeople communicating the value of a product or service - Sales teams that communicate value to customers are doomed to fail - sales must begin to create customer value to survive. This programme demonstrates how the practice of sales is changing in business-to-business markets. In this new world, salespeople have to become more strategic in their approach, more focused on helping customers improve their own performance, and better at building and sustaining strong, trust-based relationships with buying companies.
This course aims to provide participants with essential key account management skills, so they can:
  • Develop a framework to facilitate growing and strengthening existing customer relationships
  • Understand how to protect their customers from the competition in an ever-changing market environment, and practically apply SMART techniques/plans to individual business accounts
  • Learn how to maximise and maintain their key accounts, including relationship to partnership selling, networking and strategic planning
  • Create intimacy and move up to trusted advisor status through an understanding of the client’s business and marketplace
  • Improve the depth and breadth of contacts at all levels within the client relationship, and manage and control those relationships
  • More effectively motivate and influence other departments within their own company in order to deliver on ambitious growth targets with your accounts
Fostering of a strategic key account management approach to business development, taking on responsibility for expanding business with high potential accounts as well as further developing and securing important long-term partnerships.
  • Utilise best practices in the field, understanding the latest trends in sales and overcome challenges to drive results
  • Develop winning, customer-centric value propositions
  • Build confidence to ensure you have a clear view on your customer portfolio and business
  • Adopt a systematic approach to account management building upon and extending the required soft skills and rapport building techniques needed to maximise business
  • Identify criteria to select key accounts
  • Implement co-creation initiatives with your key accounts
  • Learn how to influence your internal stakeholders to assist your key accounts
This two-day intensive workshop is specifically designed for the professionals who are actively employed as an account manager in B2B or B2C environments; would like to grow towards the role of key account manager; and a sales manager who has to manage key accounts and/or other key account managers. Typically, you will have several years of professional experience and will be well-established in your chosen career. This course will benefit any professional person who needs to develop effective key account management skills for use in their business life.
  • Middle-level managers
  • Sales professionals
  • Account managers
  • Team leaders
  • Account managers

Complete the form below and we will contact you with more information about this course.

Fees: $480 (R6850)

COURSE TYPE: Short Course ?
DATE: 24 September 2018,
9 November 2018
CAMPUS: Durban, Gaborone, Cape Town, London, Accra

(FHEQ) Level 4 TEST CertHE Business

Credit Points
Organisational Behaviour 15
Marketing in Action 15
Finance and Accounting 15
Human Resource Management 15
Personal Development Planning (Personal) 15
Simulation for Business Start-up 15
Market Research 15
Public Relations & the media 15
Total level credits 120

Exit award CertHE 120 credits