Key Account Management

Who is the workshop intended for?

The training program “Key Account Management” is intended for specialists in the sales controlling, sales analysts, Key Account Managers, managers and sales managers.

Training objectives

Through this specialized training program, the participants will get a practical insight into Key Account Management (KAM). Working with a number of practical examples, they will make a comparison with their own work environment from the KAM perspective.

Workshop content

• the concept of Key Account Management
• objectives of KAM
• elements of KAM
• managing account’s CLTV
• Neil Rackham’s KAM model
• negotiating with KAM
• maintaining relationship.