Key Account Management

Develop key account management skills for successful client relationships. Enroll in this course to excel in managing and growing key accounts. LBTA Training offers Key Account Management Course in PR , Customer Services , Sales and Marketing Courses.

  • English
  • 249 Training Sessions
  • Confirmed
  • One Week
  • Course Schedule
  • Courses Syllabus
  • Related Courses
  • Available Cities
Venue Start Date End Date Net Fees Details & Registration
London, UK26 - Jan - 202530 - Jan - 20254950 GBPPDF Register
Madrid, Spain26 - Jan - 202530 - Jan - 20256950 GBPPDF Register
Munich, Germany26 - Jan - 202530 - Jan - 20257900 GBPPDF Register
Berlin, Germany26 - Jan - 202530 - Jan - 20257900 GBPPDF Register
New York, United States26 - Jan - 202530 - Jan - 202510900 GBPPDF Register
Amsterdam, Netherlands26 - Jan - 202530 - Jan - 20258100 GBPPDF Register
Milan, Italy26 - Jan - 202530 - Jan - 20256950 GBPPDF Register
Dubai, UAE26 - Jan - 202530 - Jan - 20254987.5 GBPPDF Register
Paris, France26 - Jan - 202530 - Jan - 20256700 GBPPDF Register
Hong Kong, Hong Kong26 - Jan - 202530 - Jan - 20258500 GBPPDF Register
Tokyo, Japan26 - Jan - 202530 - Jan - 20259750 GBPPDF Register
Istanbul, Turkey23 - Feb - 202527 - Feb - 20254700 GBPPDF Register
Bali, Indonesia23 - Feb - 202527 - Feb - 20258100 GBPPDF Register
Singapore, Singapore23 - Feb - 202527 - Feb - 20257500 GBPPDF Register
Washington, United States23 - Feb - 202527 - Feb - 202511000 GBPPDF Register
Kuala Lumpur, Malaysia16 - Feb - 202520 - Feb - 20254750 GBPPDF Register
Rome, Italy16 - Feb - 202520 - Feb - 20257300 GBPPDF Register
Barcelona, Spain16 - Feb - 202520 - Feb - 20256950 GBPPDF Register
Zurich, Switzerland16 - Feb - 202520 - Feb - 20257950 GBPPDF Register
Dubai, UAE09 - Feb - 202513 - Feb - 20254987.5 GBPPDF Register
Paris, France09 - Feb - 202513 - Feb - 20256700 GBPPDF Register
Hong Kong, Hong Kong09 - Feb - 202513 - Feb - 20258500 GBPPDF Register
Tokyo, Japan09 - Feb - 202513 - Feb - 20259750 GBPPDF Register
London, UK02 - Feb - 202506 - Feb - 20254950 GBPPDF Register
Madrid, Spain02 - Feb - 202506 - Feb - 20256950 GBPPDF Register
Munich, Germany02 - Feb - 202506 - Feb - 20257900 GBPPDF Register
Berlin, Germany02 - Feb - 202506 - Feb - 20257900 GBPPDF Register
New York, United States02 - Feb - 202506 - Feb - 202510900 GBPPDF Register
Amsterdam, Netherlands02 - Feb - 202506 - Feb - 20258100 GBPPDF Register
Milan, Italy02 - Feb - 202506 - Feb - 20256950 GBPPDF Register
Dubai, UAE16 - Feb - 202520 - Feb - 20254987.5 GBPPDF Register
Paris, France16 - Feb - 202520 - Feb - 20256700 GBPPDF Register
Hong Kong, Hong Kong16 - Feb - 202520 - Feb - 20258500 GBPPDF Register
Tokyo, Japan16 - Feb - 202520 - Feb - 20259750 GBPPDF Register
Taipei, Taiwan23 - Feb - 202527 - Feb - 20259300 GBPPDF Register
Sydney, Australia16 - Feb - 202520 - Feb - 202510900 GBPPDF Register
Interlaken, Switzerland16 - Feb - 202520 - Feb - 20258950 GBPPDF Register
London, UK16 - Mar - 202520 - Mar - 20254950 GBPPDF Register
Madrid, Spain16 - Mar - 202520 - Mar - 20256950 GBPPDF Register
Munich, Germany16 - Mar - 202520 - Mar - 20257900 GBPPDF Register
Berlin, Germany16 - Mar - 202520 - Mar - 20257900 GBPPDF Register
New York, United States16 - Mar - 202520 - Mar - 202510900 GBPPDF Register
Amsterdam, Netherlands16 - Mar - 202520 - Mar - 20258100 GBPPDF Register
Milan, Italy16 - Mar - 202520 - Mar - 20256950 GBPPDF Register
Dubai, UAE09 - Mar - 202513 - Mar - 20254987.5 GBPPDF Register
Paris, France09 - Mar - 202513 - Mar - 20256700 GBPPDF Register
Hong Kong, Hong Kong09 - Mar - 202513 - Mar - 20258500 GBPPDF Register
Tokyo, Japan09 - Mar - 202513 - Mar - 20259750 GBPPDF Register
Kuala Lumpur, Malaysia02 - Mar - 202506 - Mar - 20254750 GBPPDF Register
Rome, Italy02 - Mar - 202506 - Mar - 20257300 GBPPDF Register
Barcelona, Spain02 - Mar - 202506 - Mar - 20256950 GBPPDF Register
Zurich, Switzerland02 - Mar - 202506 - Mar - 20257950 GBPPDF Register
Istanbul, Turkey23 - Mar - 202527 - Mar - 20254700 GBPPDF Register
Bali, Indonesia23 - Mar - 202527 - Mar - 20258100 GBPPDF Register
Singapore, Singapore23 - Mar - 202527 - Mar - 20257500 GBPPDF Register
Washington, United States23 - Mar - 202527 - Mar - 202511000 GBPPDF Register
Dubai, UAE23 - Mar - 202527 - Mar - 20254987.5 GBPPDF Register
Paris, France23 - Mar - 202527 - Mar - 20256700 GBPPDF Register
Hong Kong, Hong Kong23 - Mar - 202527 - Mar - 20258500 GBPPDF Register
Tokyo, Japan23 - Mar - 202527 - Mar - 20259750 GBPPDF Register
Dubai, UAE16 - Mar - 202520 - Mar - 20254987.5 GBPPDF Register
Paris, France16 - Mar - 202520 - Mar - 20256700 GBPPDF Register
Hong Kong, Hong Kong16 - Mar - 202520 - Mar - 20258500 GBPPDF Register
Tokyo, Japan16 - Mar - 202520 - Mar - 20259750 GBPPDF Register
Sydney, Australia02 - Mar - 202506 - Mar - 202510900 GBPPDF Register
Interlaken, Switzerland02 - Mar - 202506 - Mar - 20258950 GBPPDF Register
Taipei, Taiwan23 - Mar - 202527 - Mar - 20259300 GBPPDF Register
Istanbul, Turkey27 - Apr - 202501 - May - 20254700 GBPPDF Register
Bali, Indonesia27 - Apr - 202501 - May - 20258100 GBPPDF Register
Singapore, Singapore27 - Apr - 202501 - May - 20257500 GBPPDF Register
Washington, United States27 - Apr - 202501 - May - 202511000 GBPPDF Register
Kuala Lumpur, Malaysia06 - Apr - 202510 - Apr - 20254750 GBPPDF Register
Rome, Italy06 - Apr - 202510 - Apr - 20257300 GBPPDF Register
Barcelona, Spain06 - Apr - 202510 - Apr - 20256950 GBPPDF Register
Zurich, Switzerland06 - Apr - 202510 - Apr - 20257950 GBPPDF Register
Dubai, UAE13 - Apr - 202517 - Apr - 20254987.5 GBPPDF Register
Paris, France13 - Apr - 202517 - Apr - 20256700 GBPPDF Register
Hong Kong, Hong Kong13 - Apr - 202517 - Apr - 20258500 GBPPDF Register
Tokyo, Japan13 - Apr - 202517 - Apr - 20259750 GBPPDF Register
London, UK20 - Apr - 202524 - Apr - 20254950 GBPPDF Register
Madrid, Spain20 - Apr - 202524 - Apr - 20256950 GBPPDF Register
Munich, Germany20 - Apr - 202524 - Apr - 20257900 GBPPDF Register
Berlin, Germany20 - Apr - 202524 - Apr - 20257900 GBPPDF Register
New York, United States20 - Apr - 202524 - Apr - 202510900 GBPPDF Register
Amsterdam, Netherlands20 - Apr - 202524 - Apr - 20258100 GBPPDF Register
Milan, Italy20 - Apr - 202524 - Apr - 20256950 GBPPDF Register
Dubai, UAE06 - Apr - 202510 - Apr - 20254987.5 GBPPDF Register
Paris, France06 - Apr - 202510 - Apr - 20256700 GBPPDF Register
Hong Kong, Hong Kong06 - Apr - 202510 - Apr - 20258500 GBPPDF Register
Tokyo, Japan06 - Apr - 202510 - Apr - 20259750 GBPPDF Register
Taipei, Taiwan27 - Apr - 202501 - May - 20259300 GBPPDF Register
Sydney, Australia06 - Apr - 202510 - Apr - 202510900 GBPPDF Register
Interlaken, Switzerland06 - Apr - 202510 - Apr - 20258950 GBPPDF Register
London, UK11 - May - 202515 - May - 20254950 GBPPDF Register
Madrid, Spain11 - May - 202515 - May - 20256950 GBPPDF Register
Munich, Germany11 - May - 202515 - May - 20257900 GBPPDF Register
Berlin, Germany11 - May - 202515 - May - 20257900 GBPPDF Register
New York, United States11 - May - 202515 - May - 202510900 GBPPDF Register
Amsterdam, Netherlands11 - May - 202515 - May - 20258100 GBPPDF Register
Milan, Italy11 - May - 202515 - May - 20256950 GBPPDF Register
Dubai, UAE04 - May - 202508 - May - 20254987.5 GBPPDF Register
Paris, France04 - May - 202508 - May - 20256700 GBPPDF Register
Hong Kong, Hong Kong04 - May - 202508 - May - 20258500 GBPPDF Register
Tokyo, Japan04 - May - 202508 - May - 20259750 GBPPDF Register
Kuala Lumpur, Malaysia18 - May - 202522 - May - 20254750 GBPPDF Register
Rome, Italy18 - May - 202522 - May - 20257300 GBPPDF Register
Barcelona, Spain18 - May - 202522 - May - 20256950 GBPPDF Register
Zurich, Switzerland18 - May - 202522 - May - 20257950 GBPPDF Register
Istanbul, Turkey25 - May - 202529 - May - 20254700 GBPPDF Register
Bali, Indonesia25 - May - 202529 - May - 20258100 GBPPDF Register
Singapore, Singapore25 - May - 202529 - May - 20257500 GBPPDF Register
Washington, United States25 - May - 202529 - May - 202511000 GBPPDF Register
Dubai, UAE25 - May - 202529 - May - 20254987.5 GBPPDF Register
Paris, France25 - May - 202529 - May - 20256700 GBPPDF Register
Hong Kong, Hong Kong25 - May - 202529 - May - 20258500 GBPPDF Register
Tokyo, Japan25 - May - 202529 - May - 20259750 GBPPDF Register
Dubai, UAE11 - May - 202515 - May - 20254987.5 GBPPDF Register
Paris, France11 - May - 202515 - May - 20256700 GBPPDF Register
Hong Kong, Hong Kong11 - May - 202515 - May - 20258500 GBPPDF Register
Tokyo, Japan11 - May - 202515 - May - 20259750 GBPPDF Register
Sydney, Australia18 - May - 202522 - May - 202510900 GBPPDF Register
Interlaken, Switzerland18 - May - 202522 - May - 20258950 GBPPDF Register
Taipei, Taiwan25 - May - 202529 - May - 20259300 GBPPDF Register
Istanbul, Turkey08 - Jun - 202512 - Jun - 20254700 GBPPDF Register
Bali, Indonesia08 - Jun - 202512 - Jun - 20258100 GBPPDF Register
Singapore, Singapore08 - Jun - 202512 - Jun - 20257500 GBPPDF Register
Washington, United States08 - Jun - 202512 - Jun - 202511000 GBPPDF Register
Kuala Lumpur, Malaysia15 - Jun - 202519 - Jun - 20254750 GBPPDF Register
Rome, Italy15 - Jun - 202519 - Jun - 20257300 GBPPDF Register
Barcelona, Spain15 - Jun - 202519 - Jun - 20256950 GBPPDF Register
Zurich, Switzerland15 - Jun - 202519 - Jun - 20257950 GBPPDF Register
Dubai, UAE22 - Jun - 202526 - Jun - 20254987.5 GBPPDF Register
Paris, France22 - Jun - 202526 - Jun - 20256700 GBPPDF Register
Hong Kong, Hong Kong22 - Jun - 202526 - Jun - 20258500 GBPPDF Register
Tokyo, Japan22 - Jun - 202526 - Jun - 20259750 GBPPDF Register
London, UK01 - Jun - 202505 - Jun - 20254950 GBPPDF Register
Madrid, Spain01 - Jun - 202505 - Jun - 20256950 GBPPDF Register
Munich, Germany01 - Jun - 202505 - Jun - 20257900 GBPPDF Register
Berlin, Germany01 - Jun - 202505 - Jun - 20257900 GBPPDF Register
New York, United States01 - Jun - 202505 - Jun - 202510900 GBPPDF Register
Amsterdam, Netherlands01 - Jun - 202505 - Jun - 20258100 GBPPDF Register
Milan, Italy01 - Jun - 202505 - Jun - 20256950 GBPPDF Register
Dubai, UAE15 - Jun - 202519 - Jun - 20254987.5 GBPPDF Register
Paris, France15 - Jun - 202519 - Jun - 20256700 GBPPDF Register
Hong Kong, Hong Kong15 - Jun - 202519 - Jun - 20258500 GBPPDF Register
Tokyo, Japan15 - Jun - 202519 - Jun - 20259750 GBPPDF Register
Taipei, Taiwan08 - Jun - 202512 - Jun - 20259300 GBPPDF Register
Sydney, Australia15 - Jun - 202519 - Jun - 202510900 GBPPDF Register
Interlaken, Switzerland15 - Jun - 202519 - Jun - 20258950 GBPPDF Register
London, UK06 - Jul - 202510 - Jul - 20254950 GBPPDF Register
Madrid, Spain06 - Jul - 202510 - Jul - 20256950 GBPPDF Register
Munich, Germany06 - Jul - 202510 - Jul - 20257900 GBPPDF Register
Berlin, Germany06 - Jul - 202510 - Jul - 20257900 GBPPDF Register
New York, United States06 - Jul - 202510 - Jul - 202510900 GBPPDF Register
Amsterdam, Netherlands06 - Jul - 202510 - Jul - 20258100 GBPPDF Register
Milan, Italy06 - Jul - 202510 - Jul - 20256950 GBPPDF Register
Dubai, UAE13 - Jul - 202517 - Jul - 20254987.5 GBPPDF Register
Paris, France13 - Jul - 202517 - Jul - 20256700 GBPPDF Register
Hong Kong, Hong Kong13 - Jul - 202517 - Jul - 20258500 GBPPDF Register
Tokyo, Japan13 - Jul - 202517 - Jul - 20259750 GBPPDF Register
Dubai, UAE20 - Jul - 202524 - Jul - 20254987.5 GBPPDF Register
Paris, France20 - Jul - 202524 - Jul - 20256700 GBPPDF Register
Hong Kong, Hong Kong20 - Jul - 202524 - Jul - 20258500 GBPPDF Register
Tokyo, Japan20 - Jul - 202524 - Jul - 20259750 GBPPDF Register
Istanbul, Turkey27 - Jul - 202531 - Jul - 20254700 GBPPDF Register
Bali, Indonesia27 - Jul - 202531 - Jul - 20258100 GBPPDF Register
Singapore, Singapore27 - Jul - 202531 - Jul - 20257500 GBPPDF Register
Washington, United States27 - Jul - 202531 - Jul - 202511000 GBPPDF Register
Dubai, UAE27 - Jul - 202531 - Jul - 20254987.5 GBPPDF Register
Paris, France27 - Jul - 202531 - Jul - 20256700 GBPPDF Register
Hong Kong, Hong Kong27 - Jul - 202531 - Jul - 20258500 GBPPDF Register
Tokyo, Japan27 - Jul - 202531 - Jul - 20259750 GBPPDF Register
Dubai, UAE06 - Jul - 202510 - Jul - 20254987.5 GBPPDF Register
Paris, France06 - Jul - 202510 - Jul - 20256700 GBPPDF Register
Hong Kong, Hong Kong06 - Jul - 202510 - Jul - 20258500 GBPPDF Register
Tokyo, Japan06 - Jul - 202510 - Jul - 20259750 GBPPDF Register
Taipei, Taiwan27 - Jul - 202531 - Jul - 20259300 GBPPDF Register
Istanbul, Turkey03 - Aug - 202507 - Aug - 20254700 GBPPDF Register
Bali, Indonesia03 - Aug - 202507 - Aug - 20258100 GBPPDF Register
Singapore, Singapore03 - Aug - 202507 - Aug - 20257500 GBPPDF Register
Washington, United States03 - Aug - 202507 - Aug - 202511000 GBPPDF Register
Kuala Lumpur, Malaysia10 - Aug - 202514 - Aug - 20254750 GBPPDF Register
Rome, Italy10 - Aug - 202514 - Aug - 20257300 GBPPDF Register
Barcelona, Spain10 - Aug - 202514 - Aug - 20256950 GBPPDF Register
Zurich, Switzerland10 - Aug - 202514 - Aug - 20257950 GBPPDF Register
Dubai, UAE17 - Aug - 202521 - Aug - 20254987.5 GBPPDF Register
Paris, France17 - Aug - 202521 - Aug - 20256700 GBPPDF Register
Hong Kong, Hong Kong17 - Aug - 202521 - Aug - 20258500 GBPPDF Register
Tokyo, Japan17 - Aug - 202521 - Aug - 20259750 GBPPDF Register
London, UK24 - Aug - 202528 - Aug - 20254950 GBPPDF Register
Madrid, Spain24 - Aug - 202528 - Aug - 20256950 GBPPDF Register
Munich, Germany24 - Aug - 202528 - Aug - 20257900 GBPPDF Register
Berlin, Germany24 - Aug - 202528 - Aug - 20257900 GBPPDF Register
New York, United States24 - Aug - 202528 - Aug - 202510900 GBPPDF Register
Amsterdam, Netherlands24 - Aug - 202528 - Aug - 20258100 GBPPDF Register
Milan, Italy24 - Aug - 202528 - Aug - 20256950 GBPPDF Register
Dubai, UAE10 - Aug - 202514 - Aug - 20254987.5 GBPPDF Register
Paris, France10 - Aug - 202514 - Aug - 20256700 GBPPDF Register
Hong Kong, Hong Kong10 - Aug - 202514 - Aug - 20258500 GBPPDF Register
Tokyo, Japan10 - Aug - 202514 - Aug - 20259750 GBPPDF Register
Taipei, Taiwan03 - Aug - 202507 - Aug - 20259300 GBPPDF Register
Sydney, Australia10 - Aug - 202514 - Aug - 202510900 GBPPDF Register
Interlaken, Switzerland10 - Aug - 202514 - Aug - 20258950 GBPPDF Register
London, UK28 - Sep - 202502 - Oct - 20254950 GBPPDF Register
Madrid, Spain28 - Sep - 202502 - Oct - 20256950 GBPPDF Register
Munich, Germany28 - Sep - 202502 - Oct - 20257900 GBPPDF Register
Berlin, Germany28 - Sep - 202502 - Oct - 20257900 GBPPDF Register
New York, United States28 - Sep - 202502 - Oct - 202510900 GBPPDF Register
Amsterdam, Netherlands28 - Sep - 202502 - Oct - 20258100 GBPPDF Register
Milan, Italy28 - Sep - 202502 - Oct - 20256950 GBPPDF Register
Dubai, UAE07 - Sep - 202511 - Sep - 20254987.5 GBPPDF Register
Paris, France07 - Sep - 202511 - Sep - 20256700 GBPPDF Register
Hong Kong, Hong Kong07 - Sep - 202511 - Sep - 20258500 GBPPDF Register
Tokyo, Japan07 - Sep - 202511 - Sep - 20259750 GBPPDF Register
Kuala Lumpur, Malaysia14 - Sep - 202518 - Sep - 20254750 GBPPDF Register
Rome, Italy14 - Sep - 202518 - Sep - 20257300 GBPPDF Register
Barcelona, Spain14 - Sep - 202518 - Sep - 20256950 GBPPDF Register
Zurich, Switzerland14 - Sep - 202518 - Sep - 20257950 GBPPDF Register
Istanbul, Turkey21 - Sep - 202525 - Sep - 20254700 GBPPDF Register
Bali, Indonesia21 - Sep - 202525 - Sep - 20258100 GBPPDF Register
Singapore, Singapore21 - Sep - 202525 - Sep - 20257500 GBPPDF Register
Washington, United States21 - Sep - 202525 - Sep - 202511000 GBPPDF Register
Dubai, UAE21 - Sep - 202525 - Sep - 20254987.5 GBPPDF Register
Paris, France21 - Sep - 202525 - Sep - 20256700 GBPPDF Register
Hong Kong, Hong Kong21 - Sep - 202525 - Sep - 20258500 GBPPDF Register
Tokyo, Japan21 - Sep - 202525 - Sep - 20259750 GBPPDF Register
Dubai, UAE28 - Sep - 202502 - Oct - 20254987.5 GBPPDF Register
Paris, France28 - Sep - 202502 - Oct - 20256700 GBPPDF Register
Hong Kong, Hong Kong28 - Sep - 202502 - Oct - 20258500 GBPPDF Register
Tokyo, Japan28 - Sep - 202502 - Oct - 20259750 GBPPDF Register
Sydney, Australia14 - Sep - 202518 - Sep - 202510900 GBPPDF Register
Interlaken, Switzerland14 - Sep - 202518 - Sep - 20258950 GBPPDF Register
Taipei, Taiwan21 - Sep - 202525 - Sep - 20259300 GBPPDF Register
Istanbul, Turkey19 - Oct - 202523 - Oct - 20254700 GBPPDF Register
Bali, Indonesia19 - Oct - 202523 - Oct - 20258100 GBPPDF Register
Singapore, Singapore19 - Oct - 202523 - Oct - 20257500 GBPPDF Register
Washington, United States19 - Oct - 202523 - Oct - 202511000 GBPPDF Register
Dubai, UAE05 - Oct - 202509 - Oct - 20254987.5 GBPPDF Register
Paris, France05 - Oct - 202509 - Oct - 20256700 GBPPDF Register
Hong Kong, Hong Kong05 - Oct - 202509 - Oct - 20258500 GBPPDF Register
Tokyo, Japan05 - Oct - 202509 - Oct - 20259750 GBPPDF Register
London, UK12 - Oct - 202516 - Oct - 20254950 GBPPDF Register
Madrid, Spain12 - Oct - 202516 - Oct - 20256950 GBPPDF Register
Munich, Germany12 - Oct - 202516 - Oct - 20257900 GBPPDF Register
Berlin, Germany12 - Oct - 202516 - Oct - 20257900 GBPPDF Register
New York, United States12 - Oct - 202516 - Oct - 202510900 GBPPDF Register
Amsterdam, Netherlands12 - Oct - 202516 - Oct - 20258100 GBPPDF Register
Milan, Italy12 - Oct - 202516 - Oct - 20256950 GBPPDF Register
Taipei, Taiwan19 - Oct - 202523 - Oct - 20259300 GBPPDF Register

Courses Syllabus

Introduction

This program is designed for:

Account managers, sales managers, sales people who are managing “Key Accountsâ€Â or have limited experience in managing customers in a Business to Business environment.

Objectives

  • Produce better margins and make more profits.
  • Devise action plans to prioritize efforts for maximum results.
  • Develop a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.
  • Understand the buying process and close more sales.
  • Identify, evaluate and prioritize opportunities for business and relationship development.

Content

Key Account (KA) Management (KAM)

  • Definition of Key Account Management
  • Setting the Rules for Qualifying Key Accounts
  • CRM: The Key For Managing Customer Profitability
  • Linking CRM to KA Management and Customer Lifetime Value

Account Analysis: A Necessary Step Towards Defining and Selecting KA

  • The Single-Factor Models
  • The Portfolio Models
  • The Decision Models
  • Cost per Call and Break-Even Sales Volume Computation
  • Selection Criteria and Measuring Attractiveness
  • Use of Resources versus Cost to Serve

Key Account Relational Development Model

  • Partnership Defined
  • The Partnership Skill Set
  • Pre Relationship Stage
  • Early Relationship Stage
  • Mid Relationship Stage
  • Partnership Relationship Stage
  • Synergetic Relationship Stage
  • Reasons for Divesting Partnerships
  • The KA Quiz

The Key Account Planning Process (KAP)

  • Account Planning Process Criteria
  • Analyzing the Customer, Past Business and Competition
  • The Competitive Analysis Matrix
  • The Customer Expectation Benchmark Matrix
  • Developing Account Strategies
  • Use of SWOT and TOWS Analyses
  • Strategy Development Tools
  • Template for Key Account Management Planning

The Critical Role of Key Account Managers

  • Understanding the Role and Responsibilities of Key Account Managers
  • Harnessing Daily To-Do-Lists to Optimize Sales Productivity
  • Identifying and Working with Different Personality Styles
  • Presentation Skills for Key Account Managers

@2025 London Business Training Academy