PA003
Sales
Journey

Sales: Manage key accounts

Know and master the resources of the best key account managers so you can become one!
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Whatever the reasons for the existence of your company's “key account” program, your key account managers will have to develop their customer management and relationships in a structured way, so as to be a key person in the concrete delivery of value to enable their customers to be better in their markets. This is what is known as “strategic selling”, because its aim is to move a company from the status of supplier to that of strategic supplier/partner, which changes everything from the point of view of sales growth, margins and customer loyalty. At the same time, players will have to change their attitude, moving from the role of salesperson to that of advisor. This implies changes in postures, attitudes and best practices in key account management. Our Key Account Management program will support you in this change by giving you all the keys you need to take the right steps to set up a selection and segmentation approach for key accounts, establish strategic account reviews and associated action plans using the PIRAT® Method, and master their decision-making ecosystem.
Duration
4 days
Schedule
See training dates for details
Regular fee
$4,750
Preferential fee A preferential rate is offered to public institutions, to members of certain professional organizations as well as to companies that do a certain amount of business with Technologia. To know more, please read the "Registration and rates" section on our FAQ page. Please note that preferential rates are not available for online training courses. Discounts cannot be combined with other offers.
$4,275

Objectives of the training

At the end of this course, you will be able to apply a strategic approach to managing your key accounts.

Targeted audience

You are a sales representative or key account manager (KAM) and you want to raise your level of interaction with your customers to take a strategic approach to sales and manage your strategic accounts. You come from a sales-related field (marketing, management, business development) and you want to equip yourself to take on the role of key account manager and master the elements needed to build loyalty and grow with key accounts.

Prerequisite

Be ready for an experience that will transform your structure, your approach and your vision of key accounts.

Associations and Partners Companies

Benefits for Participants

  • Develop strategic relationships and create value with key customers 

  • This training course is based on real-life experience and led by “practitioners” familiar with the design and management of key account programs at the world's leading companies. 

  • Positioning as challengers, partners to their customers and stakeholders in their own profitability. 

  • The training is based on real-life examples, case studies and personalized solutions implemented in their day-to-day work.

     

Course architecture

Pedagogical details

Training architecture

To move from best practices to optimal, personalized key account management, our “blended learning” pedagogical approach will enable you to learn best practices with our E-Learning modules, transpose them to your reality with our group sessions, personalize them with asynchronous exercises, and present your 1st key account management plan to experts.

Type of training

Skill development
Skill development and knowledge integration
Decision support
Basic knowledge

Training Notes

23 hours of ‘blended learning’: 3 E-Learning modules (2h30) / 5 group sessions (13h) / 4 individual exercises (4h30) / individual coaching (3h)

Private or personalized training

If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.

Request a quote
Duration
4 days
Schedule
See training dates for details
Regular fee
$4,750
Preferential fee A preferential rate is offered to public institutions, to members of certain professional organizations as well as to companies that do a certain amount of business with Technologia. To know more, please read the "Registration and rates" section on our FAQ page. Please note that preferential rates are not available for online training courses. Discounts cannot be combined with other offers.
$4,275
Private or personalized training

If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.

Request a quote

Request in-company training

If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.

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