Key Accounts Management

Key Accounts Management

This course aims to give understanding the basic Principles of Key Account Management, applying these principles by drawing up a structured Healthcare Key Account plan and managing these by delivering on promises and influencing key people

1,000.00
1000.0 ZAR 1,000.00
1,000.00
Last Update 29/09/2023
Members 0
Healthcare Course Hybrid On Campus Course Intellectus Campus South Africa Intellectus Campus Botswana Intellectus Campus Zimbabwe Intellectus Campus Namibia Intellectus Campus Zambia Intellectus Campus Eswatini Part time

OVERVIEW


This course aims to give understanding the basic Principles of Key Account Management, applying these principles by drawing up a structured Healthcare Key Account plan and managing these by delivering on promises and influencing key people

COURSE CONTENT


• Overview: Key Account Management

• The difference between Key and Strategic Accounts 

•The steps to Key Account Management

• Customer Analysis & Building Relationships

• Environmental Analysis

• SWOT Analysis

• Customer Needs, Features and Benefits identified from SWOT

• Critical Success Factors

• Setting Goals and the Action

• Timing and Milestone Measurement

• Profit and Loss Statement,

• Obtain Plan Approval

• Plan Implementation

• Final Guidelines


ENTRY REQUIREMENTS


• Healthcare/Medical representatives and managers involved in promotion to Key Accounts Customers


DURATION


• 14 Weeks


STUDY MODE

• Hybrid

COUNTRY

All Country Branches

SKILLS YOU WILL DEVELOP


• Analysis: sales, market, pricing, competitor 

• Micro & Macro Environment

• Strategy development Customer segmentation