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It is a well-known fact that roughly 80% of company’s revenue comes from 20% of their customers. So the company must manage their resources to cater this percentage well. Key Account Management (KAM) helps in managing these key accounts by channelizing efforts on the right stakeholders.
This course will make you learn from scratch everything that you need to know about KAM from its importance to various best practices involved in implementing KAM. Also, this course covers 5 step key account management formula that ensures success in achieving strategic account management. This course is designed for everyone from entrepreneurs to business people to company owners. Anyone interested in increasing the sales and revenue of their company can benefit from this course.
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|Section 1: Introduction|
First lecture is about brief introduction to key account management. What is it? Why do we need to implement it in our organization?
|Section 2: Key Account Management concepts|
In the second lecture, we will study how to identify and prioritize the right key accounts. Because it is very important to know what accounts are to be considered as key accounts and what not?
In this lecture, we will learn to deliver and communicate a quantified value proposition to key accounts.
This lecture talks about assigning appropriate resources at various stages of KAM.
Many organizations make the mistake of simply moving their best sales people into key account manager roles. That’s a mistake, because KAM is about changing the way people work — it is not just a sales technique. In this lecture, we will study about how to efficiently manage the performance of key account managers.
|Section 3: Key Account Management success formula|
This last lecture of the course explains 5 step key account management formula that ensures success in achieving strategic account management.
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All of our courses contain videos explaining various concepts in simplified manner. To help you retain better, you will also find quizzes and assignments through the courses. We also provide personalized assistance to all our learners by clarifying all their doubts through discussion forums.