[上海2004-3-12]KeyAccountManagement
| 開課地點： |
上海 |
| 授課時間： |
2天 |
| 授課顧問： |
Program Director & Trainer: Prof. Ricky |
| 開課時間： |
2004-03-12 |
| 市場報價： |
0
|
| 購買價格： |
0 |
| 審核時間： |
我要報名2005-06-12 14:36:57 |
注：參加該培訓(xùn)課程，可聯(lián)系在線客服。
了解課程
學(xué)習(xí)對象
General managers, Marketing managers, senior salespersons, sales managers and supervisors.
課程目標(biāo)
Objective:KeyAccountManagement(KAM)isastrategicplanningapproachthatgoesbeyondtraditionalselling.ItreachesinsidebothsellerandbuyerorganizationssoKAMisundoubtedlymorecomplexthansimplesalesactivities.However,highinvolvementrelationshipswithkeycustomersoffermajoropportunitiestogrowbusinessandmoveforwardinthemarket,andtosavecostsforbothsides.
Benefits:
Thiscoursehelpsparticipantsin:
-UnderstandingthekeyissuessurroundingKeyAccountManagement
-Analysing,identifyingandprioritizingyourKeyAccounts;
-Determininginwhichaccountyoushouldbestinvestyourtime,resourcesandenergy;
-Operatingatastrategiclevelwithyouraccountsandbuildacomprehensivestrategyto
defendandexpandyourbusinessineachtargetaccount
-DefiningtheinternalimplicationsoftheKeyAccountManager’srole
-Settingupacustomerrelationsmanagementsystem;
-Improvingtheeffectivenessandprofitabilityofthesalesdepartment.
課程內(nèi)容
UnderstandingthekeyissuesinKeyAccountManagement
·DevelopingaKAMstrategy
·SegmentationandStrategicRenewal:Identifying,prioritizingandanalyzinghighpotential
customers
·Customerprofitabilityandlifetimevaluecalculations
·Buildingacomprehensivestrategyforeachtargetaccount
·DefiningtheinternalimplicationsoftheKeyAccountManager’srole
·CustomerRetentionStrategies
·StimulatingCustomerLoyalty
·Definingfuturerevenueandvalue-addedpotentialbasedonrealcustomerneeds
·Maintainingtheinitiative,enrichingrelationshipsandcreating“l(fā)ocking”strategies
·BenchmarkingKAMstrategiesinChina(plenarydiscussion)
師資力量
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