Excellence in Key Account Management (KAM)
3.1 (6 ratings)
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Excellence in Key Account Management (KAM)

Key to success
3.1 (6 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
18 students enrolled
Last updated 1/2016
English
Current price: $10 Original price: $30 Discount: 67% off
2 days left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1 hour on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Learn from scratch everything that you need to know about KAM from its importance to various best practices involved in implementing KAM
  • Analytical knowledge to work upon improving company’s sales and revenue
  • Skills to identify top key accounts and how to nurture them well
  • Skills to manage top priority accounts in company
View Curriculum
Requirements
  • Some experience in sales
  • Computer and internet connection
Description

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.

Who is the target audience?
  • Everyone from entrepreneurs to business people to company owners
  • Anyone interested in increasing the sales and revenue of their company
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Curriculum For This Course
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Introduction
1 Lecture 02:51

First lecture is about brief introduction to key account management. What is it? Why do we need to implement it in our organization?

Preview 02:51
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Key Account Management concepts
4 Lectures 30:19

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?

Preview 09:44

In this lecture, we will learn to deliver and communicate a quantified value proposition to key accounts.

Identifying and prioritizing right key accounts
04:03

This lecture talks about assigning appropriate resources at various stages of KAM.

Defining quantified value proposition
07:35

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.

Performance of Key Account Managers
08:57
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Key Account Management success formula
1 Lecture 19:44

This last lecture of the course explains 5 step key account management formula that ensures success in achieving strategic account management.

KAM success formula
19:44
About the Instructor
SkillBiz Solutions
3.8 Average rating
52 Reviews
208 Students
15 Courses
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