大客戶管理（英文授課）其它上課時間：

* National or international sales directors in charge of large accounts; sales engineers or key account managers; sales managers

課程收益:

Inthecontextofglobalisation,knowinghowtoproduceawinningcommercialstrategyandprovidetheexcellentserviceexpectedbykeyaccountsarebothkeyelementsindevelopinglongtermrelationships.
Optimisingportfoliosandretainingkeyaccountsbringaddedvaluebybuildingawin/winrelationshipbetweenclientandsupplier.
Thisprogrammesupportskeyaccountmanagersastheydesigntheirsalesstrategyusing4majorroles;managingtheirknowledgeoftheclients`background,managingbusinessplans,managingthecustomerrelationship,managingteamsandprojects.

課程大綱:

*Assessingand/orclarifyingtheirjobscope
*Buildingatoolboxtobeincommandofeveryaspectoftheirjob
*Solvingthemainissuestheyhavetodealwithonthejob
*Rollingoutanactionplantomanagetheiraccountsefficiently
1.Thekeyaccountmanager’srole
*Definingkeyaccountmanagement
*Organisingkeyaccountmanagement
2.Thekeyaccountmanager:managingknowledge
*Theexpertandtheconsultant
*Understandingcustomersindepth
*RunningtheSWOTanalysis
3.Thekeyaccountmanager:managingbusiness
*Generatingandbuildingbusiness
*Theaccountbusinessplan
*Theaccountplanningprocess
4.Thekeyaccountmanager:managingrelationships
*TakingupPR
*Identifyingandinvolvingkeyplayers
*Analysingrelationshipeffectivenesstofine-tunestrategy
5.Thekeyaccountmanager–projectandteammanager
*Theroleascoordinatorresponsiblefortheactionplan
*Organizingimplementationandmobilizingtheteam
*Guidingdevelopmentoftheactionplan
*Developingcooperationandavoidingconflicts