Strategic Key Account Management
Description
THIS ACTIVITY IS IN PROGRESS.
Introduction
The developments in the market demand a change from a more product-oriented attitude and strategy to a "solutions strategy" linked to a value strategy", appealing to the possibilities an organisation can offer and the value an organisation can have as a "strategic partner" in a national or international setting.
Strategic Key Account Management supports this.
Target group
(Key) account managers, sales managers, commercial directors.
The trainer
The workshop is provided in cooperation with Mr Hendrik Bosman of BMPA. Mr Bosman has extensive experience in commerce and general management, including as General Manager of Toshiba. He provides many training courses within SMEs and government.
Structure of the workshop
The workshop consists of 3 orientations interspersed with practicable cases.
1 Internal orientation (set-up, organisation):
- Why account management at the desired level? The arguments for the method must be clear, accepted and executable.
2 Personal orientation:
- From commercial product orientation to strategic orientation.
- The personal value and crucial role in the strategic sales process.
- The art of networking at strategic level.
- How do I get to know my customer's needs at strategic level?
- The personal growth, thinking and functioning at the strategic level.
3 Customer-oriented orientation:
- The relationship with the customer, if you know your customers, you know your priorities.
- The relationship with the customer should be in line with the commercial potential.
- The position in the customer's purchasing portfolio.
- The balance between customer and supplier.
- Customer needs, penetrating the 2nd need level.
- Account management, the basic principles.
- The commercial opportunity determination.
- Who are the interlocutors and the DMU determination.
- Cooperation and continuity: the ultimate goal
09.00 - 12:00 Morning portion
12:00 - 13:00 Lunch (included in the participation fee)
13:00 - 17:00 Afternoon portion
Speaker(s)
The workshop will be conducted by Mr Hendrik Bosman. He has extensive experience in commerce and general management, including as General Manager of Toshiba Benelux. He provides many trainings and workshops within the SME the government and the BtB environment.
SPECIFICATIONS
Participants will receive an information folder with the workshop.
Minimum number of participants: 10, maximum number: 20
Location
Hotel Eindhoven, Aalsterweg 322,
5644 RL Eindhoven
Organiser
Commercial Engineer
Name and contact details for information
Further information from ing. Henk Bergsma, tel: 06 204 92 819 or via the e-mail address below.