Managing key accounts professionally II

In your online learning environment, you will find useful information, downloads and extra services for this training course once you have registered.

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,
• You learn to change your 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 consciously use your authority,
• You know what content you need to address to top management.
• You understand key account management in the digital age.

Times of crisis in particular show how crucial it is to have a deep understanding of your customers. The knowledge you gained in Parts 1 and 2 will help you maintain your success by giving you a new perspective on your customers—because being a top solution provider is no longer enough today. Digitalization, pressure to increase efficiency, and the search for new areas of growth are changing the rules of the game. You will learn how to use the levers of key account management in a targeted manner under changing market conditions in order to successfully shape necessary changes. You will learn how to position yourself strategically in your company, better understand your key customers, and recognize the value of long-term partnerships—partnerships that create sustainable economic benefits for both sides.

Thomas Kleina