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Key Account Management

In-Person/Online

3 Days

English/Arabic

Learning Objectives

   Identify the dynamics of account management, clients’ needs and buying behaviors.
   Plan and analyze a process to manage your key accounts successfully.
   Implement ways to create, build and maintain positive working relationships with your customers.
   Maintain customers’ account, maximize loyalty & engagement, and increase revenue. 

In-Person/Online

3 Days

English/Arabic

Learning Objectives

   Identify the dynamics of account management, clients’ needs and buying behaviors.
   Plan and analyze a process to manage your key accounts successfully.
   Implement ways to create, build and maintain positive working relationships with your customers.
   Maintain customers’ account, maximize loyalty & engagement, and increase revenue. 

Modules

Module 1: Introduction to key Account Management (KAM)

  • Overview and definition
  • The way of influencing your distributors
  • How is managing accounts measured?
  • 20-80 rule

Module 2: Understanding Your Customers (Distributors)

  • Who are your customers?
  • Defining customer needs and expectations
  • Identifying customer needs and expectations

Module 3: Analyzing Your Key Accounts

  • Studying GAP analysis
  • SWOT analysis
  • PESTLE analysis
  • Helping your accounts buy
    • Consultative selling
  • Generating an improvement plan for your distributors to enhance sales

Module 4: Client Consultation

  • Preparing for meetings
  • Most important factors to discuss in a meeting
  • Making the most of these meetings

Module 5: Account Management = Relationship Management

  • Planning and mapping your accounts
  • Building rapport
  • Listening and questioning

Module 6: Customer Engagement Programmes

  • Importance of building customer relationships and increasing customer loyalty
  • Objectives of engagement programmes
  • Types of customer engagement programmes
  • Reviewing activities for existing customer engagement programme

Module 7: After Sales Services

  • What are the types of after sales services?
  • Importance of aftersales
  • Value added in aftersales services
  • Factors related to aftersales service

Our Partners

Phoenix
ILM
Certified MTA
PMI
MTA Learning

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