Learning Objectives
❖ Know the importance of the key accounts.
❖ Understand the roles of the key account manager.
❖ Set a vision and a strategy for maximizing the return on investment from key accounts.
Through
❖ Knowing the characteristics of the key accounts and why they are important.
❖ Comprehending the responsibilities and roles of the key account manager.
❖ Identifying the steps of the selling process highlighting the importance of every step.
❖ Knowing how to reach the highest level of relationship between the Supplier and the key account.
❖ Developing a strategic plan for the key account to ensure maximum returns.
❖ Identifying the roles of the different members of the committees and knowing how to deal with each member to achieve the company’s objectives.
❖ Application.
