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In the course of your business and dealing with customers, it is inevitable that you come across a set of clients/customers who would either purchase from you in bulk or uses your services extensively. These clients will exert highly significant volume and profit contributions to your business or would be of such strategic value to you. They are your key accounts or strategic accounts.

Key Accounts Management is designed to give you a clear understanding of what key accounts are and how to manage them effectively. It will touch on three stages of development in key accounts management: understanding key accounts, handling and managing the key accounts, and developing growing the key accounts.


Organizational needs and objectives that the service addresses
  • We help participants become more capable in managing key accounts effectively

Module Objectives
  • Identify key accounts and their potentials
  • Understand the principles and tools in understanding your key accounts
  • Prepare an effective and well-though-out business review – core business proposals that addresses your key accounts’ needs and objectives
  • Get a deeper appreciation of the different strategies, competencies and disciplines needed in developing and growing your key accounts.
  • Designing and Implementing Core Business Proposals
Roles/levels that would benefit the workshop
  • Key Accounts Managers and Supervisors, individuals dealing or managing a Major Key Account
  • Business Owners
  • Senior Sales Managers and Sales Directors
  • Training Managers