What you'll learn
What is KAM (Key Account Management) about
What do you need to implement KAM (Key Account Management)
Implications and benefits of implementing KAM (Key Account Management)
Differences between traditional sales and KAM (Key Account Management)
The different stages of KAM (Key Account Management)
Requirements
Minimum understanding of Sales
minimum of business understanding
Description
UPDATED regularly with new support material (PDF/PPT/VIDEO). Includes more than 15 extra support files.NEW: PRACTICING TESTSales tests and Business cases to help you explore and apply knowledge. Very important to prepare you for real case situations and job interviews. Both with proposed solutions.KAM - Key Account Management is not a monster or something too high level and complex.It's a process, a sales process. It just needs to be understood and put into perspective concerning your portfolio and sales strategy.And you can make it complicated if you want, but there's no need.I'll explain in plain English and detail all about KAM (Key Account Management) in this course.From the background and fundamentals such:- What is KAM (Key Account Management)- Why/when/how should I implement KAM (Key Account Management)What are the implications and benefits of implementing KAM (Key Account Management)What resources do I need to do it successfullyThe steps and different stages of KAM (Key Account Management)The portfolio classification and distinctionThe main differences between a traditional sales team and KAM (Key Account Management) approachAt the end of the course, in the bonus lesson, besides templates and many support material, you'll find some slides explaining how this course can help you with your career.
Overview
Section 1: KAM - Key Account Management - made simple
Lecture 1 Introduction: Course scope, structure, content and lessons
Lecture 2 KAM General considerations
Lecture 3 The Sales approach and Account Management Spectrum
Lecture 4 Where do you stand and how to take the journey
Lecture 5 The Decision making units and processes
Lecture 6 Traditional sales VS KAM Task
Lecture 7 Current position > Desired position
Section 2: Practicalities = Screenshots and step by step guides of each tool
Lecture 8 Contact Matrix
Lecture 9 Supporters and opponents
Lecture 10 Kralijc Matrix
Lecture 11 Goals Roles Objectives
Lecture 12 Pareto 80/20 rule in KAM
Lecture 13 Marketing Plans
Lecture 14 Swot analysis
Lecture 15 Account Plans
Lecture 16 Customer classification
Section 3: Powerful scenes of proposals, negotiation and deal closing
Lecture 17 Negotiation from the movie "Jobs"
Lecture 18 Power negotiation from the movie "Dark Knight"
Lecture 19 Proposal and negotiation scene from the "Godfather"
Section 4: Practice Section (Sales test & Case Studies)
Section 5: Bonus lesson= All documents, templates and support material
Lecture 20 Bonus lecture
Sales people,Students at end of their studies,Professionals from any area looking for a sales role,Entrepreneurs,Business Managers,Sales Directors,Sales leads


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