An Intensive 5-day Training Course
Key Account Management: Best Practices
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We offer a variety of tailored training options, customized to meet your organisation's needs. Delivered anytime, anywhere, we make it easy to bring expert training directly to your team.
We don’t have a scheduled session for this course at the moment. For more information and to enquire about future sessions, please feel free to reach out to our Training Department ([email protected])
Why Choose this Training Course?
This highly engaging and practical course will prepare all delegates to manage key accounts effectively. Business is evolving rapidly, buyers are getting more sophisticated and technology is being deployed more than ever, creating additional buying channels and great opportunities for the modern Key Account Manager who wishes to maximise revenues and profits. Developments in technology, shifting markets and increasing pressure on costs are changing the way organisations buy.
This all new course will explore best practices and help delegates highlight where their skills and practices must be developed. In this Key Account Management: Best Practices course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.
This course will highlight:
- Developing and delivering an effective key account plan
- Blocking the competition to secure the account
- Consultative selling and establishing trusted advisor status, maintaining a perception of real strategic value
- Understanding your key accounts, their business strategies, people and buying methods
- Utilising all the required organisational resources to support the key account
What are the Goals?
By the end of this course, you will be able to:
- Implement the total process of key account management
- Focus resources, time and attention effectively in the development of key accounts.
- Demonstrate ability and confidence in managing key accounts
- Communicate more effectively with key customers
- Develop long-term mutually beneficial relationships
Who is this Training Course for?
This essential course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. Even a small improvement in performance will justify attending the course many times over.
This course is suitable to a wide range of professionals but will greatly benefit:
- Key account managers, global account managers, strategic account managers, and major account managers
- All those on the key account support team
- Senior sales staff and account managers with an interest in Key Account Management
- Sales managers and directors intending to implement a key account management strategy within their organisation
- Others who regularly participate in key accounts including line managers, bid team members, marketing and technical staff
How will this Training Course be Presented?
The subjects and topics are transferred by means of short focused presentations which are followed by experiential learning sessions. In these sessions, the knowledge gained is applied to real-world examples and case studies. Rapid learning of the methods and techniques is achieved by means of group work, individual work, participant discussion, facilitator interaction and constructive feedback.
Daily Agenda
Day One: Introduction to Key Account Management
- Definition of the roles and responsibilities of Key Account Managers
- Competency requirements for Key Account Managers and taking stock
- Comparing Selling and Key Account Management
- Key Account Management requires organisational change, it is not just a sales technique
- Workshop: What defines a key account?
- Penetrating, expanding, and protecting key accounts
- Working with Marketing, Channel Management, Operations, Logistics etc
Day Two: Understanding your Customers
- Understanding buyer motivation and how you can influence it
- Assessing client organisational culture and it’s fit with your organisation
- Understanding your client’s key business objectives, and aligning
- The use of a client SWOT analysis
- Developing a Competitor Matrix
- Who’s who, determining buying roles and networking
- How buying has changed and adapting accordingly
- Understanding and reducing the customer’s perception of risk
Day Three: Best Practices and the Key Account Manager
- Motivational theory and maintaining great client relationships
- Consultative selling and adding real value to the client
- Developing the client’s staff as your internal salespeople
- Managing complex accounts with multiple decision makers
- How to build and lead virtual and real teams to success
- Setting the right metrics, not just sales volume
- Maintain team focus ensuring account objectives and key tasks are achieved
- Utilising modern technology and e-business
Day Four: Developing a Strategic Key Account Plan
- Designing a modern day account development strategy
- Joint innovation and building value, to also develop collaborative business-to-business relationships
- Creating customer dependency
- Create and managing a contact matrix
- Getting high-level buy-in and support
- Ensuring all team members are aware of their roles and responsibilities.
- Stopping your competitors dead in their tracks
- Long term focus on increasing quality, revenues and reducing costs
Day Five: Consolidation and Development
- Investment is required to yield maximum returns
- Activity: Opportunities to use technology and e-business
- Appointing high level Key Account Management Champions in your organisation
- Win-Win Negotiation, the only way
- Activity: Building and leading a virtual team
- Personal development plans
Certificate
- On successful completion of this Training Course / Online Training Course, a PetroKnowledge Certificate / E-Certificate will be awarded to the delegates.
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Frequently Asked Questions
Why PetroKnowledge?
PetroKnowledge is a globally recognized provider of training courses for oil and gas professionals, offering a wide range of specialized training courses designed to enhance knowledge, skills, and expertise in the energy sector. With courses tailored to meet the evolving demands of the oil and gas industry, PetroKnowledge helps professionals stay up-to-date with industry standards, technological advancements, and best practices.
Who are these training courses designed for?
Our courses are specifically developed for professionals in the oil and gas industry, including engineers, technical staff, managers, and other specialists looking to advance their careers. Whether you’re a seasoned expert or new to the sector, our training for oil and gas professionals is suited to individuals at all stages of their professional journey.
Are the courses delivered online or in person?
PetroKnowledge offers flexible learning solutions with both online courses and in-person training options. Online courses for oil and gas professionals provide the flexibility to learn from anywhere, while in-person courses offer a hands-on, interactive learning environment. Each training course page provides detailed information on the delivery format, allowing you to choose the option that best meets your learning style and schedule
Can I get a customized training course for my team?
Yes, PetroKnowledge offers customized in-house training solutions for organizations looking to upskill their teams. We work closely with companies to design bespoke training courses for oil and gas professionals that address specific challenges and objectives. Whether you need on-site training or online solutions, we can tailor the training courses to suit your organization’s needs.
Are there any prerequisites for attending a course?
Certain advanced training courses for oil and gas professionals may require prior experience or technical knowledge. These prerequisites ensure that participants can fully benefit from the course content. We recommend reviewing the course description on the relevant page to determine if any prerequisites apply to your selected course.
How can I enroll in a course?
Enrolling in one of our training courses for oil and gas professionals is simple and convenient. Navigate to the specific course page, click “Enroll Now,” and complete the registration form. You will receive a confirmation email with further details on how to proceed.
You may also get in touch with our Registration Team on
+971 50 981 7386 | +971 2 557 7389 or send an email to [email protected]
When should I expect to receive confirmation of registration?
Upon successful registration online, enrolment on the respective training course will be confirmed by Registration Team by e-mail along with the invoice and joining instruction.
Will I receive a certificate after completing the course?
Yes, upon successful completion of our courses for professionals in the oil and gas industry, you will receive an industry-recognized certificate from PetroKnowledge. This certification is designed to validate your skills and knowledge and can significantly enhance your professional credentials, boosting your career prospects in the competitive oil and gas sector.
When and how do I arrange payments?
We offer two convenient payment options:
- Bank Transfer – You can make payment via bank transfer. Once your registration is confirmed, you will receive an invoice with the banking details for the transfer. We would require you to supply a swift copy for us to confirm receipt of funds.
- Payment Link – Alternatively, we provide a secure payment link that you can use to complete your payment after your registration has been confirmed.
What is the refund or cancellation policy?
Our refund and cancellation policy varies depending on the course and circumstances. Generally, cancellations made at least 21 days before the training are eligible for a refund, less any administrative fees. If you have any specific inquiries about the cancellation or refund, don’t hesitate to contact our support team, who can assist with your booking and cancellation queries.
Is there a discount for more than one registrant/course?
For corporate fees and group registration, please send your query to [email protected].
