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KAD 2007
Time: Oct 22-23 2007
Venue: Shanghai
Key Account Development, KAD, is a complex and time consuming process. In a verydynamic market environment, Key Account Managers, KAM’s, are finding that traditionalaccount management method are not working well. To add or even keep revenue stream from companies key accounts need more proactive planning and strategic selling skills. The workshop is developed based on the most advanced KAD methodology that widely accepted by mostFortune 500 companies worldwide, incorporating China's unique market features and businesspractice, aiming to greatly better KAM’s bottom-line performance in very short time frame.
Outcome
To find keys to sustain success as a KAM and as a sales organization Enhance KAM's skill sets Set up a common sales professional language for better team selling and sales managementIncrease forecasting accuracy and opportunity wining rate Increase transparency of account Development /management process
Facilitation Methodology
All participants will be asked to prepare a case that he/she is working on. This real-life case will be analyzed either individually or in group using tools and concepts taught in class. Every participants will have a quantitive position assess of the real case and take home an tactic action plan to increase wining rate of new opportunityLarge amount of time will be used in excise, group discussion, presentation, and role play All concepts will be explained with China business practice and cases Some amount of coaching for some selected participants after workshop
The key points during key account development
Target unclear
Don’t know who is the key account
Don’t know how to gain key account
What have we done for key account
Don’t understand key account
Don’t familiar with competitive situation
Don’t know how to manage key account
Don’t know the key account’s contribute
Testimonials From Last Attendees
The topics of the whole course are clear and the entire course are well organized.
------DongFeng Company Sales Manager
The course is quite practical and well-operating.
-----TianJi NET General Manager
Wonderful and worth studying
----TNT Customer Service Manager
Be helpful to the decision of the sales targeting and managing.
-----LongQi Technique Sales Manager
