Both talent and the right gut feeling are integral in operational sales. On a strategic level, however, it still requires a targeted approach with a system. During this e-learning course, you will learn what key account management is and which steps it involves. You will learn how to identify your key customers and which methods you can use to find out what makes them and their stakeholders tick. The e-training course also discusses answers to the following questions: What options are there for working with my key accounts? And which strategy is the right one? In this way, you will learn how to optimally develop your most valuable customers and achieve more revenue and profit in a partnership that suits both your company and the customer.
On completion of the training program, the student will be awarded the following qualifications:
Certificate of Strategic Sales - Strategic Customer Development awarded by Bureau Veritas Business School.
Knowing and being able to classify key account management,Being able to identify your own key account customers and key people,Being able to assess stakeholders correctly,Being able to develop a strategic partnership with key customers.
Sales people;
Sales Field Service;
Employees in sales;
Inside Sales;
Key Account Managers, especially in the B2B area
Chapter 1
A Lack of planning is a recipe for disaster
Chapter 2
"Separating the wheat from thee chaff" - Identifying and analyzing key account customers
Chapter 3
The door-openers: the buying center and other stakeholders
Chapter 4
Digging deeper: getting to know the key people
Chapter 5
The right lid for every pot: strategic development options
