培訓(xùn)內(nèi)容:
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