certified Key Account Manager:in Capital Goods and Services

Understanding Key Account Management

• Targeted Customer Development – Differences from Industry-Specific and Regional Sales.
• Customize resources to meet specific customer needs—identify areas requiring action.
• Cross-departmental and cross-regional responsibility.

Key Accounts

• Use customer drivers for your own acquisition strategies.
• Selection criteria and number of customers to be managed sensibly.
• Analyze customers in context, understand win-win situations, and expand them.

Key Account Manager:in as a success factor

• Consulting/Relationship Management – external and internal.
• On par with (top) management codes of conduct.
• Operational vs. strategic acquisition/responsibility/control.

AI-Powered Key Account Analyses That Unlock Potential

• A Holistic Approach to Key Accounts: Start by approaching them through management levels; avoid the purchasing department initially.
• AI supports the comprehensive strengthening of customer relationships.
• Economic benefit as a purchasing decision criterion: Translate the various dimensions of benefit—using AI—into customer-specific value propositions and align them with the customers’ evaluation criteria.
• Make the services offered tangible, both financially and emotionally.

Key accounts and artificial intelligence (AI)

• Services/business models reimagined digitally.
• Data and Artificial Intelligence—AI as a Tool for Understanding Customers.
• Reactions to the challenges of digitalization.

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.

E-library

You will receive 2 e-learning courses Subject area artificial intelligence:

• Prompt engineering.
• Using artificial intelligence in everyday work.

and, for optimal knowledge transfer, e-learning: Negotiating skillfully.

All free of charge for 12 months.