|  BUSINESS CHALLENGE
This programme develops understanding of what top performing account managers do well, provides tools to effectively manage and develop the business of key accounts and gives guidance on developing relationships that stand the test of time.
 TARGET AUDIENCE
Participants will benefit if...
- They are new to or with experience in a key account manager’s role
- They are sales managers who wish to develop the key account management capability of their business
- They are senior managers who are introducing a key account management programme for the first time
 LEARNING OUTCOMES
On successful completion of this programme, it is expected you will have the tools to be able to;
- Understand what key account management is and why it is done
- Understand the key competencies of successful key account managers
- Understand how and why big companies are changing the way they buy
- Understand how to maintain, defend and grow key accounts
- Develop a business model for key account management
- Develop profitable business relationships
- Understand your customers and the market chain
- Know how to sell value and capture your just rewards
- Learn strategic key account planning
- Understand key issues facing key account managers today
 PROGRAMME STRUCTURE
Key Account Management is an interactive learning experience with participant-driven, on-the-job improvement activities and reinforcement.
 IN-COMPANY OPTION
NZIM will partner with you to deliver a customised programme for your organisation. NZIM partner with some of New Zealand’s leading organisations, to deliver high quality learning programmes, designed to meet specific organisational needs.
 SALES DEVELOPMENT PATHWAY
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