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Management Centre Europe


Key Account Management in B2B Markets

In many companies 80% of sales is coming from 20% of the customers. However, are they contributing 80% of the profits?
If not, a Key Account Management (KAM) approach may well be the only solution to solve this dilemma.KAM is not a sophisticated sales technique; it is an integrated company approach to dealing with important or strategic clients of a company. The objectives of a KAM Program are to provide more added value to the customer, increase customer intimacy and enhance relationships in different business areas such as RD, innovation, supply chain, etc. A well-managed KAM relationship will result in long term loyal relationships while improving profitability for both parties.Key Account Managers play a crucial role in this relationship. They need to avail of a unique set of strategic planning, value added selling, negotiating and interpersonal skills. Successful Key Account Managers are trusted advisers for their clients while aligning and managing their company teams without formal authority.

Inhalte / Module

Course Outline:
  • Module 1 Key Account Management Core Concepts
  • Module 2 Knowing your Key Accounts
  • Module 3 Key Account Management Planning
  • Module 4 Key Account Management implementation
  • Module 5 Leading Without Authority
  • Module 6 Workshop conclusions
For more information please visit the training provider website.

Zielgruppe / Voraussetzungen

This 3-day KAM training Program is right for you if you are a:
  • Manager who is responsible (or aiming) for managing Key (Global, Strategic, Major, Large, …) accounts
  • Key Account Team Managers or Director
  • Sales, Marketing, Commercial or Business Unit Managers or Director

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Want to know more about Key Account Management in B2B Markets? Fill out the form, including any questions you have. This information will be sent directly to the school, and a representative will respond to your enquiry.

Kontaktinformation Management Centre Europe

Management Centre Europe

Glaverbel Building
Chaussée de la Hulpe 166 b7
1170 Brussels

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Management Centre Europe

Management Centre Europe

Management Centre Europe (MCE)

Management Centre Europe (MCE) is the Leading International Management Development provider in Europe, Middle East and Africa. Every year, MCE facilitates training programmes for over 1,000 public and private organisations, supporting the development of more than 10,000 managers and leaders...

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