Tutored e-Learning path: Managing key accounts

Commercial

Duration:
7 hours over 2 months

E-Tutoring

Der Willkommenssanruf
ermöglicht es den Teilnehmern, ihren persönlichen Betreuer kennen zu lernen und mit den Modulen Ihres Trainingsplans zu starten

Die Erinnerungs-E-Mails im Nachgang
erinnern den Lernenden an die bewährten Praktiken und die Zeitplanung seines Lernablaufs.

Die Abschluss-E-Mails im Nachgang
sollen den Lernenden über das Ende seines Trainingsplans informieren und ihn ermuntern, eine Überprüfung des Trainings durchzuführen und einen Aktionsplan zu erstellen.

Personalisierte Anleitung
von unseren Betreuern per E-Mail, um die Teilnehmer Schritt für Schritt zu unterstützen.

Alle e-Learning Solutions by Cegos® Leistungen

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.