Managing key accounts professionally II

In your online learning environment, you will find useful information, downloads and extra services for this qualification measure after you have registered.

You will deepen your knowledge of the interrelationships, modes of action, methods and instruments of successful key account management in order to achieve sustainable success.

• You will learn about other levers in key account management,
• They learn to change their perspective and supplement previous arguments,
• You know the importance of the pre-sales phase, how it starts and how you can influence it,
• You understand the urgency of expanding and consolidating your network,
• You will learn how to set your goals and use your authority consciously,
• You know what content you need to address top management with.

The path to introducing key account management is accompanied by new challenges, both internally and towards customers. Many suppliers already look after their strategic customers, the key accounts, with particular attention and in a special way. A holistic approach that takes into account internal conflicts of interest and interpersonal aspects, among other things, is attracting a great deal of attention. The development of the pre-sales phase is of particular importance for the key account manager. It is what makes customer-specific solutions possible in the first place and allows you to outperform the competition.

Those who can position themselves convincingly for the future remain in the circle of potential suppliers. Learn the prerequisites for being able to meet your key accounts at eye level as a key account manager.

Thomas Kleina