Key Account Management

Dates & Venues

Johannesburg

8 - 9 September 2010
Lion House, Kensington

Cape Town

14 - 15 September 2010
Lagoon Beach Hotel

Durban

27 - 28 Sep 2010
Sica's Guesthouse

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Fees

Fees per delegate:
R 3 190 per learner (Excl Vat).

Included in the fees:
* Course material
* Parking
* Refreshments
* Lunch
* Certificate of attendance

Terms & Conditions

Event Cancellation:
All cancellations must be confirmed in writing to info@abelusi.co.za
For cancellations received more than one week prior to the course:
• 10% cancellation fee will apply.
For cancellations received less than ONE WEEK prior to the course:
• 25% cancellation fee will apply.
For cancellations received within 24 hours of the course:
• 100% cancellation fee will apply.

Substitutes are welcome at no additional charge. Substitute's personal and contact details must be e-mailed to info@abelusi.co.za.

Postponements:
All Postponements not received in writing at least 2 working-days prior to the event will incur a 40% penalty fee.

Absent Delegates:
In the event that a delegate does not arrive for the course and no written cancellation has been received and confirmed, the full course fee will be payable

Presenters:
Should it be necessary, Abelusi Training Network reserves the right to substitute the presenter with a suitable and capable substitute.

Course Aim:

Customer Retention is considered to be one of the simplest spheres of the sale cycle. However, very few sales professionals and customer relations personnel have been given the opportunity to mine the potential within their existing client base. Key Account Management is one of the most strategically intelligent methods of building your client base. Often confused with Customer Relationship Management, Key Account Management focuses deliberately and tactically are the relationships that are most important to a company. This course provides delegates with a profit development approach, by imparting the tools to analyse your client base and proactively implement techniques to develop your own effective Key Account Management Strategy.

Outcomes:

At the end of the course delegates will understand:

Understanding the Levels of Consulting
Working with the 5 Steps of the Sales Process
Adding Value to Customers
Self Management
Maintaining Knowledge
A Professional KAM
Cultivating a Relationship
New Business to Existing Clients
The ability to analyse your customer base
The strategies to cultivate your existing client base into a profitable asset
Spending your Time Effectively
Developing Customer Loyalty
Enabling Repeat Business
Encouraging Referral Business
Enhanced Professional Skills

Who should attend?

Sales Professionals
Key Account Managers
Customer Relationship Managers
Internal Sales Professionals
Sales Managers
Business Owners
General Managers

Workshop Programme:

DAY 1
08:00        Coffee and Registration

Welcome , Expectations and Psychological Contract

The Key Account Manager
   - Roles
   - Responsibilities
   - Behaviours

The levels of Key Account Management
   - 5 Levels of Professionalism

Self Management
   - Self Assessment
   - Goal Setting
   - Self Image

5 Steps of the Sales Process
   - How the KAM uses each section to their advantage

Lunch

Adding Value
   - What this means
   - How to Add Value
   - Obtaining Information
   - Using Information

The 7 Characteristics of a Professional
   - How to develop a professional

Review and Closure

DAY 2
Management Knowledge Base
   - Cultivating the right knowledge
   - How to retain knowledge
   - Industry Information
   - Business Information
   - Client Information

Relationship Development
   - Various Styles
   - Understanding People
   - The Boundaries and Professionalism of Relationships

Lunch

New Business from Existing Clients
   - Need Identification
   - Filling the Gaps

Summation
   - The Professional KAM

Evaluation and Closure

Need more information on this workshop? We will call you back...