Key Accounts Management Skills
Course Overview
To Grow Key Customer Base & Increase Business
Course Objectives
By the end of this 2-day workshop, participants will be able to :
- Understand the importance & impact of attracting, retaining & growing
key accounts. - Applying customer-centric key account servicing techniques for better customer relations management.
- Formulate key account servicing strategies to get more business & referrals
Course Outline
- Life-Time Value of Key Accounts & Cost of Core Customer Defection
- Key Enablers to Exceed Customer Expectations
- The Key Account Servicing Cycle
- Knowing Your Core Customers: The Three-by-Three Penetration Technique
- Hi-Touch Service Techniques : Understanding their Challenges & Concerns
- Enchanced Competence & Differentiation to Wow Customers
- Developing Key Strategies for Business Growth & Referrals
- Creative Product / Service Innovation & Customers Matching Techniques
- Service Scan & Value Creation : Opportunities & Capabilities
- Developing Creative Solutions through Customer Consultation
Training Methodology
Experiential learning through role-plays, interactive games, self-evaluation & discovery as well as group exercises and critiques though work place case study.
Program Duration
2 days
