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Customer Service, Sales , Marketing Training Courses

Key Account Management: Establishing Profitable Customer Relationships

Duration
2025-06-23 5 Days 2025-06-27
Attendance

Hotel Meeting Room

Hotel Meeting Room
Course code
SM-309
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City / venue
Rome

Classroom

Fees / hours
4750 $ | 25 Hours

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Course details

Overview
Content
Training Methodology

Overview ?

Program Objectives:
By the end of the program, participants will be able to:
  • Improve margins and keep more profit.
  • Prioritize efforts for maximum results.
  • Develop a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.
  • Lead the buying process and close more sales.
  • Maximize human capital utilization.
  • Identify, evaluate and prioritize opportunities for business and relationship development.
This Program is designed for:

Account managers, sales managers, sales people who are managing Key Accounts or have limited experience in managing accounts customers in a Business to Business environment. This program is worth 25 NASBA CPEs.

Note: Fundamental sales skills are assumed and will not be covered on this course.

Program Outline:
Key Account Management
  • What is a Key Account?
  • Who Makes the Rules for Qualifying Key Accounts?
  • Overview of Key Account Management: Business Perspectives and Trends; Customer Expectations; Profitable Growth Strategies
Account Analysis, A Necessary Step Towards Defining and Selecting KA
  • The Single-Factor Models
  • The Portfolio Models
  • The CALLPLAN Model
  • Cost per Call and Break-Even Sales Volume Computation
  • Selection Criteria and Measuring Attractiveness
  • Use of Resources versus Cost to Serve
The Key Account Relational Development Model
  • The Pre Relationship Stage
  • The Early Relationship Stage
  • The Mid Relationship Stage
  • The Partnership Relationship Stage
  • The Synergetic Relationship Stage

 
The Account Planning Process
  • The Account Planning Process Criteria
  • Analyze the Customer, Past Business, and Competition
  • The Competitive Analysis Matrix
  • The Customer Expectation Benchmark Matrix
  • Developing Account Strategies
  • Use of SWOT and TOWS Analysis
  • Strategy Development Tools
The Critical Role of Key Account Managers
  • Understanding the Role and Responsibilities of KAMs
  • Building and Leading Effective Key Account Teams
  • Maximizing Sales through Effective Negotiation
  • Negotiation Skills and Tactics
  • Building Long-Term Customer Relationships and Trust
  • Understanding the Importance of the Customer Service Function in KAM
  • Relationship Selling: Rethinking the KA Sales Force
  • Performance Challenges and Measurement Criteria

 

Day 1

Asset Cost Management Introduction

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Day 2

Laying the Groundwork

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Day 3

Applying the Value based Process

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Day 4

Ensuring the Continuity of the Value-based Process

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Day 5

Supporting Process that Lower Life-cycle costs

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Training Methodology

Pathways Training and consulting adopts the newest techniques of human resources Training and consulting and, with the following:

  • Theoretical lectures are delivered via PowerPoint and visual displays (videos and short films)
  • Making scientific evaluation to the trainee (before and after)
  • Brainstorming and role-playing
  • Using case studies related to the scientific material being delivered and the trainees' work.
  • The participants get the scientific and practical material printed and on CDs and Flash memories.
  • Preparing records and reports of the participants' attendance and results, with a general evaluation of the training program.
  • A group of the best trainers and experts in all fields and specialties professionally prepares the scientific material.
  • After finishing the course, the participants get certificates of attendance signed, certified, and issued by pathways Training and consulting.
  • Our training programs start at 9:00 o'clock in the morning and end at 2:00 in the afternoon, with snack buffet during the lectures.
  • Providing a lunch buffet during the training program period, with organizing a lunch party on the training program final day for taking some photos and certificate awarding.
Different venues & timings for this course

Course name

Duration

City

Price

Key Account Management: Establishing Profitable Customer Relationships

17, Feb 2025 21, Feb 2025

Singapore

4950$

Key Account Management: Establishing Profitable Customer Relationships

23, Feb 2025 27, Feb 2025

Kuwait

2750$

Key Account Management: Establishing Profitable Customer Relationships

03, Mar 2025 07, Mar 2025

Berlin

4750$

Key Account Management: Establishing Profitable Customer Relationships

10, Mar 2025 14, Mar 2025

Brussels

4750$

Key Account Management: Establishing Profitable Customer Relationships

17, Mar 2025 21, Mar 2025

Zurich

4750$

Key Account Management: Establishing Profitable Customer Relationships

24, Mar 2025 28, Mar 2025

Trabzon

3500$

Key Account Management: Establishing Profitable Customer Relationships

31, Mar 2025 04, Apr 2025

Beijing

4950$

Key Account Management: Establishing Profitable Customer Relationships

07, Apr 2025 11, Apr 2025

Amsterdam

4750$

Key Account Management: Establishing Profitable Customer Relationships

14, Apr 2025 18, Apr 2025

Bangkok

4950$

Key Account Management: Establishing Profitable Customer Relationships

20, Apr 2025 24, Apr 2025

Muscat

2750$

Key Account Management: Establishing Profitable Customer Relationships

28, Apr 2025 02, May 2025

Toronto

5500$

Key Account Management: Establishing Profitable Customer Relationships

05, May 2025 09, May 2025

Barcelona

4750$

Key Account Management: Establishing Profitable Customer Relationships

12, May 2025 16, May 2025

London

4750$

Key Account Management: Establishing Profitable Customer Relationships

18, May 2025 22, May 2025

Cairo

2450$

Key Account Management: Establishing Profitable Customer Relationships

19, May 2025 23, May 2025

Milan

4750$

Key Account Management: Establishing Profitable Customer Relationships

26, May 2025 30, May 2025

Geneva

4750$

Key Account Management: Establishing Profitable Customer Relationships

02, Jun 2025 06, Jun 2025

Vienna

4750$

Key Account Management: Establishing Profitable Customer Relationships

09, Jun 2025 13, Jun 2025

Munich

4750$

Key Account Management: Establishing Profitable Customer Relationships

16, Jun 2025 20, Jun 2025

Prague

4750$

Key Account Management: Establishing Profitable Customer Relationships

23, Jun 2025 27, Jun 2025

Rome

4750$

Key Account Management: Establishing Profitable Customer Relationships

30, Jun 2025 04, Jul 2025

Jakarta

3500$

Key Account Management: Establishing Profitable Customer Relationships

06, Jul 2025 10, Jul 2025

Tunisia

3250$

Key Account Management: Establishing Profitable Customer Relationships

14, Jul 2025 18, Jul 2025

Marbella

4750$

Key Account Management: Establishing Profitable Customer Relationships

21, Jul 2025 25, Jul 2025

Paris

4750$

Key Account Management: Establishing Profitable Customer Relationships

28, Jul 2025 01, Aug 2025

Madrid

4750$

Key Account Management: Establishing Profitable Customer Relationships

28, Jul 2025 01, Aug 2025

Milan

4750$

Key Account Management: Establishing Profitable Customer Relationships

03, Aug 2025 07, Aug 2025

DUBAI

2950$

Key Account Management: Establishing Profitable Customer Relationships

11, Aug 2025 15, Aug 2025

Kuala Lumpur

3250$

Key Account Management: Establishing Profitable Customer Relationships

17, Aug 2025 21, Aug 2025

Amman

2750$

Key Account Management: Establishing Profitable Customer Relationships

24, Aug 2025 28, Aug 2025

Marrakesh

2950$

Key Account Management: Establishing Profitable Customer Relationships

31, Aug 2025 04, Sep 2025

Sharm ElShaikh

2750$

Key Account Management: Establishing Profitable Customer Relationships

07, Sep 2025 11, Sep 2025

Doha

3500$

Key Account Management: Establishing Profitable Customer Relationships

14, Sep 2025 18, Sep 2025

Casablanca

2950$

Key Account Management: Establishing Profitable Customer Relationships

21, Sep 2025 25, Sep 2025

Riyadh

2750$

Key Account Management: Establishing Profitable Customer Relationships

29, Sep 2025 03, Oct 2025

Istanbul

2950$

Key Account Management: Establishing Profitable Customer Relationships

05, Oct 2025 09, Oct 2025

Jeddah

2750$

Key Account Management: Establishing Profitable Customer Relationships

12, Oct 2025 16, Oct 2025

Manama

2750$

Key Account Management: Establishing Profitable Customer Relationships

19, Oct 2025 23, Oct 2025

Beirut

2750$

Key Account Management: Establishing Profitable Customer Relationships

19, Oct 2025 23, Oct 2025

Khobar

2750$

Key Account Management: Establishing Profitable Customer Relationships

27, Oct 2025 31, Oct 2025

Singapore

4950$

Key Account Management: Establishing Profitable Customer Relationships

02, Nov 2025 06, Nov 2025

Kuwait

2750$

Key Account Management: Establishing Profitable Customer Relationships

09, Nov 2025 13, Nov 2025

DUBAI

2950$

Key Account Management: Establishing Profitable Customer Relationships

17, Nov 2025 21, Nov 2025

Kuala Lumpur

3250$

Key Account Management: Establishing Profitable Customer Relationships

23, Nov 2025 27, Nov 2025

Amman

2750$

Key Account Management: Establishing Profitable Customer Relationships

30, Nov 2025 04, Dec 2025

Marrakesh

2950$

Key Account Management: Establishing Profitable Customer Relationships

07, Dec 2025 11, Dec 2025

Sharm ElShaikh

2750$

Key Account Management: Establishing Profitable Customer Relationships

14, Dec 2025 18, Dec 2025

Doha

3500$

Key Account Management: Establishing Profitable Customer Relationships

21, Dec 2025 25, Dec 2025

Casablanca

2950$

Key Account Management: Establishing Profitable Customer Relationships

28, Dec 2025 01, Jan 2026

Doha

3500$

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