Course Duration

Scope

Overview

• "KAM", Understand and identify its objectives.
• Customer, Know the importance of thinking like one.
• New accounts, Learn the methods of their penetration.
• Core competency Identified.
• Customer Value Preposition, start using the "CVP".
• Potential customers, find out how to evaluate them.
• Customer Decision Process unleashed.
• Differentiate between the Features, Advantages and Benefits.
• Know where have we been and where we are today.
• Market Segmentation defined and the different methods to do it.
• Consumer and Customer (business) Segmentation differentiated.
• Use the DiSC Profiling to understand people.
• Master Negotiation in our meetings with the clients. 

• Square Wheels
• Bigger and Better
• Learning Cycle
• KAM- Definitions
• KAM Objectives

• Penetrating an account
• Value discipline model
• Customer Value Preposition

• Customer Decision Process
• FAB exercise

• Consumer Segmentation
• Customer Segmentation
• Requirements for effective segmentation
• Segmentation Exercise
• Positioning

• DiSC Profile
• Negotiation Skills
• Case Study
• Summing up the KAM