Strategic Key Account Management
Description
Market developments demand a change from a more product-oriented attitude and strategy to a solutions strategy. This must be based on a "value strategy" based on 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 is therefore more than ever of strategic importance.
TARGET GROUP
(Key) account managers, sales managers, commercial directors.
THE TRAINERS
The workshop will be given in cooperation with Mr Hendrik Bosman (Institute |BPMA) and Mr Richard van Heijningen. Mr. Bosman has extensive experience in commerce and general management, including as General Manager of Toshiba. He provides many training courses within the SME government and corporate sector. Mr Van Heijningen has extensive experience in guiding Key Account Management processes in large organisations.
OPPOSITION WORKSHOP
The workshop consists of 3 orientations interspersed with practical executable cases.
1. Internal orientation (set-up, organisation):
- Why account management at the desired level ? The arguments for the method must be clear, accepted and practicable.
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 the strategic level.
- How do I get to know my customer's needs at the strategic level?
- The personal growth, thinking and functioning at strategic level.
Customer-oriented
- The relationship with the customer, if you know your customers, you know your priorities.
- The relationship with the customer must 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
Location
Hotel Eindhoven, Aalsterweg 322, Eindhoven
Time: 9 a.m. - 5 p.m
Organiser
Region South
Commercial Engineer
Name and contact details for information
Information at ing. Henk Bergsma, tel: 06 - 204 92 819 or via the e-mail address below.