Date: June 9 - June 11, 2017
Programme Fee includes tuition, case licensing fees, lunches, stationery, other course materials, interpretation and translation fees if required.
The full fee must be paid within two weeks upon receipt of the payment notice. Applications made within 30 days of the start of a programme require immediate payment. Any successful applicant for programmes offered by CEIBS Executive Education Department via the official website will be entitled to a 1,000-yuan discount per programme. CEIBS reserves the right to amend information on this programme including price, discount, date, location, faculty, daily schedule and other details.
In today’s highly competitive markets, increasing numbers of companies realise that building strong relationships with key accounts is crucial to success. However, most company executives lack an understanding of how to make a key account strategy work. In this programme we will discuss the many issues involved in making your company more competitive and positioning you to deliver high value through management of your key accounts. We will discuss how the organisation and support system you set up in your company make a critical difference, along with the critical skill in sales to make it work.
This programme is designed to teach participants how to make their key account strategy work. It will help to increase the competitiveness of the company’s organisation and systems, as well as increase the abilities of relevant personnel to deliver the desired results.
This programme is intended for sales managers and directors, marketing managers, national and regional sales managers, business development managers, product managers and managers in other areas who would benefit from the programme.
Comments From Participants
Key Account Management is a very hot topics, every company has their own rules or management way, however the course can pointout the critical points and successful factors which ensure we can be back on track and focus.
Gemalto Technologies (Shanghai) Co., Ltd.
My learning experience at CEIBS is of great help to my work. I often share the learnings from the Key Account Management course with my colleagues. I hope that in the future I can get more such opportunities from CEIBS to develop my skills and competencies.
Industry Marketing Director
Wison Engineering Ltd.
The Key Account Management programme gives me access to tools and methods that can improve work efficiency. The in-depth analysis and vivid metaphors help me reach a fuller understanding. It is an excellent programme which offers systematic learning!
Deputy general manager of Property Consultant Dept.
World Union Properties Consultancy (China) Co., Ltd.
The Key Account Management programme uses a stimulating teaching approach and offers different tools to analyse, monitor and run regular operations. This allows me to reflect and systematically contemplate issues regarding key account management as well, so that I could settle down and rethink systematically those issues on key account management.
Key Account Manager
Owens Corning (China) Investment Co., Ltd.
This programme is well-organised, systematic and pragmatic. I am deeply depressed by the classification of key accounts which helps greatly in achieving more effective key account management. The importance of systemising key account management is another important learning.
Senior Business Manager of South of China
Beijing Novartis Pharma Ltd. Guangzhou Office
The programme has not only exerted great influence on me, but also benefited me a great deal. It is and will be of great help to me. In review of what I've gained in the past several days, I feel that the programme helped us to know more about ourselves, our customers and competitors from different perspectives by different approaches and also helped us to find the right countermeasures and ways of development. After the programme, I strongly feel that 'knowing your enemy and yourself, you can fight a hundred battles with no danger of defeat', just as the saying goes.
Shenzhen Zhongwang Electronics Co., Ltd.
The programme will teach participants how to:
- Design a successful key account programme
- Identify customers who are the best key account prospects
- Forge strong relationships among key senior executives
- Create influential alliances through internal cooperation
- Sell through complex purchasing structures
- Position the company to compete strategically
- Seek out and capitalise on new opportunities
- Anticipate future needs of key accounts
Setting the Stage: Top Level Thinking
The Key Account Pyramid: A Tool for Superior Performance
Determining the Relationship Status of a Key Account
The Key Account Pyramid: Execution – Organisational Structure for Serving Key Accounts
The Key Account Pyramid: Execution – CRM
The Key Account Pyramid: Execution – Effectively Selling to the Key Account
The Key Account Pyramid: Enablers
Maximising the Success of Your Key Account Programme
Applications are requested at least 30 days before the programme start date. Applications are reviewed as they arrive and admissions are subject to the final confirmation of CEIBS. Any applications received after that date will be considered on the basis of space availability. For more information, please contact our Customer Service Team in Shanghai, Beijing or Shenzhen.
Any cancellation made 30 days or more prior to the programme start date is eligible for a full refund of programme fees paid. However, the expenses arising therefrom shall be for the account of the applicant or his/her employer. Any cancellation made less than 30 days prior to the programme start date shall be subject to a fee of 20 percent of the total programme fee. After the programme starts, no fees shall be refunded for participants who withdraw from the programme for any reason.
To ensure the continuity of your learning, you are required to make proper arrangements according to the course schedule after receiving your letter of enrollment. We will neither make up lessons for you nor confer you with the certificate of completion if you are absent from the course for personal reasons. CEIBS reserves the right to amend information on this programme including price, discount, date, location, faculty, daily schedule and other details.
Customer Service Team
699 Hongfeng Road, Pudong, Shanghai, 201206, P.R.C.
Tel: +86-21-2890 5187
Customer Service Team
No.20, Zhongguancun Software Park
No.8, Dongbeiwang West Road,Haidian District
Beijing, 100193, P.R.C.
Tel: +86-10-8296 6688
Customer Service Team
8/F, Block A, Rongchao Business Center
No.6003, Yitian Road, Futian District
Shenzhen 518026 P.R.C.
Tel: +86-755-3337 8136