Key Account Management (KAM)

This session focuses on creating a structure for account management professionals to develop a strategy to manage those critical relationships that ensure business success. This leads on to looking at the operational processes required to ensure effective account management, and good working relationships between both parties. Techniques for increasing the penetration throughout the depth and breadth of the account are covered. In addition, the key issues of handling meetings, negotiations, building buyer needs, and understanding emotional influencers which motivate people to buy, are also examined and discussed. The course is very practical in nature, and includes exercises, that give participants the opportunity to reflect on how the subject matter relates specifically to their business. The session also provides tips and ideas to assist participants achieve successful account management.