Training - Key Account Management Workshop

March 15, 2018

South China - Shenzhen

Course Objective

While you are aiming at the key accounts of your competitors, they are doing the same. To keep the major profit, you have to gain and manage all the key accounts well. This workshop aims at helping participants to learn how to manage the key accounts well by: understanding the definition and the role of a key account, analyzing the organization structure and political status of the key account, anticipating the activities of your competitors and the effective way to influence the decision makers

Who should attend?

All Account Managers and related staffs of Sales Force in the organization.

Course outline

1. Key account definition

2. Role of account manager in key account management

3. Key account identification and selection

  • Pre Key Account Stage
  • Early Key Account Stage
  • Strong Key Account Stage
  • Partnership Key Account Stage
  • Strategic Alliance Key Account Stage

4. The key account management system and application

  • Reach: background, competition, stakeholders, etc.
  • Analysis: positioning, power, priorities, SWOT, etc.
  • Strategy: business value, revenue forecast, resource decision, etc.                                                                 
  • Tactics: Tactical A/C plan, key activities, counter tactics, etc.



Graduated in Sociology from Baptists University Hong Kong, Mr. Bee LAM has been engaged in sales and sales management, business, quality and customer services improvement for more than 15 years.He is a certified facilitator for Huthwaite SPIN and Wilson Learning, NLP Certified Practitioner.

Agenda & Details:

Date: 15-16 March, Thursday & Friday, 2018

Time: 9:30am to 5:30 pm everyday

Price:Member: 3,600 RMB/person; Non member: 4,000RMB/person

* Price includes VAT, course materials and lunch. 

Deadline for registration: 8 March, Thursday, 2018

Certificate: Completion Certificate is provided.

Venue: Shenzhen, to be confirmed

Language: Chinese

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