Available dates

Nov 8—12, 2020
5 days
Dubai, United Arab Emirates
USD 4950
USD 990 per day


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About the course

Customers are everything, but they are NOT all equal.

In the new 27/7/365, always-on world we live in, the organisation that takes best care of its customer will prevail, BUT. It has to be the right care and the right customers. 80% of the average company’s profits will come from (usually less than) 20% of their customers, and 80% of losses will come from another 20%. Knowing which is which is and tailoring your strategy and sales and Marketing approaches accordingly, is the key to success. ‘Shotgun Marketing’ no longer works, we know have to get a lot smarter and a lot more targeted. The rewards are there if we do.

Seminar Objective

By the end of this workshop you will know:

  • Precisely what Key Account Management IS and what it is not.
  • Why Key Account Management is a necessary way forward
  • How KAM offers the opportunity to maximize ROI
  • How to dispassionately classify all your customers and how to deploy value and profit-creating tactics for them all
  • How to lead a team to create compelling lasting value for all accounts, not just a few
  • How to recruit Key Account Managers, the attributes it requires and how to find them

Seminar Outline

This Oxford workshop provides a comprehensive detailing of all the steps necessary to execute a Key Account Strategy, based on the course Leaders’ significant experience in the field. However, highlights include:

  • How to actually Complete a Key Account Plan
  • How to Classify Accounts dispassionately and How to Assign Resources and Tactics accordingly
  • How to Understand the Mind of the Customer
  • Understand How the Customer makes Decisions, the Processes, the Politics and the Persuasion needed
  • Understand Which Customers DO NOT Get a Good Service
  • Understand How to Build Trust
  • Understand How to be Persuasive
  • Understand How to Use Consultative Selling Skills
  • Understand How to Transition from ‘Supplier’ to ‘Trusted Partner’

Who should attend

This workshop will be particularly valuable for:

  • Sales Managers
  • Marketing Managers
  • Marketing Directors
  • Business Development Professionals
  • Territory and Account Sales Representatives
  • Key Account Managers
  • Global Account Managers

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