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Key Accounts Managment "KAM"

Course Duration

2 Days


The key accounts represent the back bone of any business, they contribute to most of the revenues that are essential for its survival. The KAM workshop unleashes the potentials of understanding and managing such key accounts through fulfilling the below objectives


 KAM Objectives
  • "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. 
Module One: What is Key Accounts Management?
  • Square Wheels
  • Bigger and Better
  • Learning Cycle
  • KAM- Definitions
  • KAM Objectives
Module Two: Think like your customer
  • Penetrating an account
  • Value discipline model
  • Customer Value Preposition
Module Three: Evaluating our Potential Customers
  • Customer Decision Process
  • FAB exercise
Module Four: Segmentation
  • Consumer Segmentation
  • Customer Segmentation
  • Requirements for effective segmentation
  • Segmentation Exercise
  • Positioning
Module Five: Consumer Behavior
  • DiSC Profile
  • Negotiation Skills
  • Case Study
  • Summing up the KAM

Accreditation & Business Partners


* An Official Licensee of Smith Mason & Co.

Success Stories

Our Locations


Gwhart Al-Olaya Building,
Bashar Ibn-Brd St.,
1st Floor, Office 101, Al-Khobar,
Kingdom of Saudi Arabia, 31952.
+966 13 868 6869
+966 55 858 7399
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Tallal Building, Road 3620
Office 31 Entrance 948, AL SEEF 0436
Manama, Kingdom of Bahrain

+973 133624293
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Block 2/2, sector11,
Al-Gazair & Al-Oroba Intersecion,
New Maadi,
Cairo, Egypt.
+20 27024117
+20 1001402298
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West Industrial Shuaiba, block 3, street 306, Fahaheel Code 64022, Kuwait.
+965 99281765
+973 16 500 730
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Safwan Road beside El-Bahrya Check point , El-Zuabier , El-Basra +964 780 9278686
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Furaij Al-Sudan South, Al-Amir Street, Building 63, P.O. Box: 148, Doha – Qatar
+974 33 901 764
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