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/Coroana crisis: impact on companies.

Transfer coaching

After the classroom training, you will receive 1 hour of free, individual transfer coaching (by telephone 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 can document your expertise with the e-test.

For optimal knowledge transfer: E-learning: Negotiating skillfully