Key Account Management Best Practice Brochure

Organisations that have already benefited from the Key Account Management: Best Practice Programme includes: • Legal & General Plc. • John Lewis. • Trend Controls Systems Ltd. • Microsoft Ltd. • Kraft Foods. • Atkins. • Miele Co Ltd. • Air Charter Service Plc.

Fees All our executive programme fees include tuition, course materials and accommodation (where applicable). For Cranfield Alumni we offer a 25% discount on the course fee, and we also offer a discount to research club members. Please ask at time of booking.

See www.cranfield.ac.uk/som/kambp for dates and fees.

Duration: Three days residential

Day one • World-class key account management (KAM). • Managing the key account portfolio. • Introduction to Cranfield Knowledge Interchange information facilities.

Day three • KAM plan surgery. • Breakthrough value propositions. • Conflict management. • The internal sell. • Close and briefing for post-course work.

• Key account analysis I. • Key account analysis II. • Key account analysis III. • Briefing for evening work. Day two • KAM plan surgery.

• Developing KAM strategies I. • Developing KAM strategies II. • Relationship mapping. • Selling through effective KAM teams. • Evening work.

www.cranfield.ac.uk/som/kambd

+44 (0)1234 754500

execdev@cranfield.ac.uk

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