Tutored e-Learning path: Managing key accounts

Commercial

Duration:
7 hours over 2 months

e-Tutoring

La llamada de bienvenida permite que los participantes se reúnan con su tutor y empiecen los módulos del itinerario de formación

El e-mail de seguimiento recuerda al alumno las mejores prácticas y el calendario de su itinerario de aprendizaje.

El e-mail de seguimiento final se utiliza para informar al alumno del final del itinerario de formación, animarlo a realizar una revisión de la formación y definir un plan de acción.

La orientación personalizada por e-mail por el tutor ayuda a los participantes en cada fase del itinerario.

Todos los servicios de e-Learning Solutions by Cegos®

How do you boost your turnover from strategic customers? This e-Learning path is a practical toolkit for Key Account Managers. At any time, you can access the resources you need to develop and implement your business plan for key accounts.
Strengths: Management of accounts with significant resources in your business plan.

For whom?

Key Account Managers, Key Account Directors, Sales Managers

Operational objectives

  • Identify your role as a Key Account Manager.
  • Acquire the tools you need to develop and implement your account business plan.
  • Motivate the players with the resources required for success. EN

In concrete terms you will be able to...

  • Understand the scope of your job.
  • Develop effective business plans.
  • Speed up implementation.
  • Ensure follow-through to develop business potential and build customer loyalty.

Every podcast episodes will be available soon.

 

Programme

1. e-Learning module:
The importance of the Key Account Manager

  • Understanding the importance of the Key Account Manager.
  • Summarising the impacts of the Key Account Manager.
  • Defining your mission and four strategic roles as a Key Account Manager.
  • Characterising the different phases of organisation for the Key Account Manager.

2. Podcast episode:
Specific sales requirements for key accounts

3. e-Learning module:
Analysing strategic customers successfully

  • Using three pieces of advice and four spheres to carry out effective analysis.
  • Carrying out in-depth competitor analysis.
  • Using the Key Account Manager's two SWOT matrices.

4. e-Learning module:
Identifying the stakes of the Account Business Plan

  • Defining the purpose and benefits of an Account Business Plan.
  • Using effective methods to build an Account Business Plan.
  • Measuring the effectiveness of your relationship with your customer.
  • Optimising your relationship with your customer using the Account Business Plan.

5. e-Learning module:
Managing action plans in teams

  • Understanding your role as manager of the action plan implementation process.
  • Organising its implementation and mobilising the team.
  • Developing cooperation between team members.
  • Managing the human aspects effectively in the long term.

6. Podcast episode:
Keeping your account business plan up-to-date

7. e-Learning module:
Removing the five major obstacles to effectiveness

  • The KAM, between action and analysis.
  • The KAM, team player or lone wolf.
  • Being a KAM: thinking outside the box.
  • Being a KAM: knowing how to anticipate.
  • Being a KAM: encouraging.
 
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