KEY ACCOUNT MANAGEMENT SKILLS

When a customer is identified as of strategic importance by the supplying company a more complex business relationship emerges. This final section builds on the previous modules and develops higher skill levels in line with world best practice Key Account Manger Methodology.

Principles of Key Account Management: Share in 17 years of research done on world best practice Key Accounts. Understand the 5 levels of Key Account Management as well as the strategies to develop from one to the other. Practical implementation tools are part of the sessions.

Economic and Business Cycles: Key Account Management needs to be able to communicate with Senior Management on the highest level. The knowledge of the Key Account Manager about economic and business cycles needs to be informative and intelligent to have impact. Cycles that economies and companies go through in their lifetime have certain specific characteristics (e.g. politics, success factors, risk factors) that need to be kept in mind by the serious Account Manager.

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