Co-Creation for Key Account Managers from Key Account Selling to Key Account Management

This course is for anyone who is involved in key account management and who is looking for hands on tools and models to apply to improve their own account management skills. You could be a senior executive, a marketer, a sales manager or a key account manager. You will learn how move from account selling to account management by engaging your customers at a strategic level. 

Course Objectives The objectives of this course are:

• Key Account Management: Selecting Key Accounts and understand the key account management process
• Value Management: Defining when to 'Selling Value to' , 'Creating Value for' and 'Co-Create Value with' your customer.
• Key Account Analysis: Improved focus on specific key accounts developing an indepth analysis of their business and operations and defining specific key account strategies.
• Relationship Mapping Strategies: Ability to co-ordinate internal resources and align these to the defined strategy with the customer.
• Implementing Key Account Management: Understanding sources of conflict and adopting relevant approaches to manage it both internally and externally