大客户管理（英文授课）（上海，6月19-20日）
【举办单位】北京曼顿培训网中国培训资讯网
【咨询电话】4006820825 010-56133998 13810210257
【培训日期】上海，2018年6月19-20日；上海，2018年9月26-27日
【培训地点】上海
【培训对象】National or international sales directors in charge of large accounts; sales engineers or key account managers; sales managers
【课程意义】
In the context of globalisation, knowing how to produce a winning commercial strategy and provide the excellent service expected by key accounts are both key elements in developing long term relati***hips.
Optimising portfolios and retaining key accounts bring added value by building a win/win relati***hip between client and supplier.
This programme supports key account managers as they design their sales strategy using 4 major roles; managing their knowledge of the clients` background, managing business plans, managing the customer relati***hip, managing teams and projects.
■Assessing and / or clarifying their job scope
■Building a toolbox to be in command of every aspect of their job
■Solving the main issues they h***e to deal with on the job
■Rolling out an action plan to manage their accounts efficiently Who should attend
■National or international sales directors in charge of large accounts; sales engineers or key account managers; sales managers
【课程大纲】
1. The key account manager’s role
■Defining key account management
■Organising key account management
2. The key account manager: managing knowledge
■The expert and the c***ultant
■Understanding customers in depth
■Running the SWOT analysis
3. The key account manager: managing business
■Generating and building business
■The account business plan
■The account planning process
4. The key account manager: managing relati***hips
■Taking up PR
■Identifying and involving key players
■Analysing relati***hip effectiveness to fine-tune strategy
5. The Key Account Manager – project and team manager
■The role as coordinator resp***ible for the action plan
■Organizing implementation and mobilizing the team
■Guiding development of the action plan
■Developing cooperation and ***oiding conflicts
【费用及报名】
1、费用：培训费5998元（含培训费、讲义费）；如需食宿，会务组可统一安排,费用自理。
2、报名咨询：4006820825 010-56133998 56028090 13810210257 鲍老师
3、报名流程：电话登记-->填写报名表-->发出培训确认函
4、备注：如课程已过期，请访问我们的网站，查询***新课程
5、详细资料请访问北京曼顿培训网： (每月在***开设四百多门公开课，欢迎报名学习)