certified Key Account Manager:in Capital Goods and Services

Understanding Key Account Management

• Focused customer development - differences to sector and regional sales.
• Supplement resources on a customer-specific basis - recognize the need for action.
• 5-pillar concept and project progression.
• Cross-departmental and cross-regional responsibility.

Key Accounts

• Importance of the pre-sales phase in win-win partnerships.
• Use customer drivers for your own acquisition strategies.
• Selection criteria and number of customers to be managed sensibly.
• Analyze, understand and develop customers in context.

Key Account Manager:in as a success factor

• Consulting/relationship management - external and internal.
• At eye level with (top) management - rules of conduct.
• Virtual account team - responsibility and control.
• Operational vs. strategic acquisition/responsibility.

Successful analysis and acquisition (account plan)

• Decision-makers: Identification and targeted approach.
• Constraints: When to invest in key accounts and when not to?
• Purchase decision criteria: Features, advantages and benefits.
• Digitalization/Corona crisis: impact on companies.

Transfer coaching

After the classroom training, you will receive one hour of free, individual transfer coaching (by phone or online) with your trainer.

Lessons Learned

After the training, you will receive a summary of the exam-relevant content via your learning environment in preparation for your final exam.

Final examination

• You document your expertise with the e-test.

For optimal knowledge transfer: E-learning: Negotiating skillfully