KEY ACCOUNT MANAGEMENT - Mercuri South Africa
This course is designed for people who have responsibility for working with key customers or winning key prospects - including Key Account Managers, National Account Managers and Global Account Managers
This course is designed for people who have responsibility for working with key customers or winning key prospects - including Key Account Managers, National Account Managers and Global Account Managers
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Taking Sales to a Higher Level<br />
Key Account Management<br />
This course is designed for people who have responsibility for working with key customers<br />
or winning key prospects - including Key Account Managers, National Account Managers<br />
and Global Account Managers.
Achieving excellence in Key Account<br />
Management is not easy but can<br />
yield increased returns in excess<br />
of 27%. Based on extensive global<br />
research the <strong>Mercuri</strong> International<br />
model and approach were formulated,<br />
in conjunction with our Swiss Business<br />
School partner, St Gallen University.<br />
Delivery Method<br />
To maximise efforts, delegates will study and review some course theory elements in advance. Facilitation during<br />
the training is participative in nature. Evidentiary learning is enabled by the unique facility. It presents an opportunity for<br />
participants to immediately reflect on their achievements and respond to their individual strengths as recorded during<br />
role plays. A comprehensive framework for Key Account Management makes the training very practical.<br />
Outcomes of this course<br />
1. Systemic analysis for<br />
selecting key accounts<br />
2. Establishing your approach<br />
to Key Accounts<br />
3. Working with Key Accounts within<br />
a structured framework, with a<br />
number of tools<br />
Course Content<br />
• Background to Key<br />
Account Management<br />
• Defining and selecting<br />
Key Accounts<br />
• Understanding<br />
and analysing<br />
• Setting a vision, objectives<br />
and an overall strategy for<br />
the Key Account<br />
• Drafting the Key<br />
Account plan<br />
• Preparation of a<br />
personal Plan of Action<br />
4. Actively measuring and managing<br />
the strength of the relationships<br />
5. Ensuring that key accounts become<br />
partners and you build business<br />
value together<br />
6. Increased share of Key Account’s<br />
business, ensuring penetration,<br />
expansion and retention<br />
Testimonials<br />
“Making available and introducing the latest world class tools<br />
to successfully manage my business processes”<br />
“This provided direction on how to KAM. I am confident that this<br />
will result in increased turnover and profit”<br />
“The KAM tool is the best tool to work on as it consolidates everything”
The Venue<br />
The training takes place at <strong>Mercuri</strong> International House,<br />
73 Studio Park, 5 Concourse Crescent, Lonehill, Fourways,<br />
situatedinasecureofficepark.<br />
Contact<br />
T +27 11 465 7044<br />
E info@mercuri.co.za<br />
“This programme made me think out of the box<br />
and challenged the way I view customers”<br />
Some local customers
Taking Sales to a Higher Level<br />
Established in Sweden in 1958, in <strong>South</strong> <strong>Africa</strong> since 1991<br />
Officesin44countries<br />
The effectiveness of sales people are enhanced through bespoke development solutions<br />
World class sales competence assessment technologies<br />
Our 5 step development model<br />
<strong>Mercuri</strong> International is one of the world’s largest sales performance consultancies.<br />
We have more than 50 years’ experience in helping companies implement strategies<br />
and achieve powerful sales results around the world.<br />
www.mercuri.net
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