Key Account Management at IIM Calcutta Overview
Key Account Management
at IIM Calcutta
Learn from renowned faculty & understand how other businesses are transforming themselves. Power your company with easy implementable strategies.
Duration | 4 days |
Total fee | ₹1.00 Lakh |
Mode of learning | Online |
Schedule type | Self paced |
Difficulty level | Intermediate |
Credential | Certificate |
Key Account Management
Table of content
- Overview
- Highlights
- Course Details
- Curriculum
Key Account Management at IIM Calcutta Highlights
Key Account Management
at IIM Calcutta
- CEMS Alliance
- Only Management Institute in India with triple accreditations by AACSB, AMBA and EQUIS.
- Rank 23rd globally
Key Account Management at IIM Calcutta Course details
Key Account Management
at IIM Calcutta
Skills you will learn
Who should do this course?
- Practicing key account managers seeking to ensure they manage key relationships appropriately and profitably.
- Senior sales people and major account managers aiming to develop their planning and customer management skills.
- Procurement managers who would like a different perspective on supplier relationship management and collaborative business?to?business relationships.
What are the course deliverables?
- Understanding and appreciate customer-centricity and its role in higher profitability
- Understanding buyer-seller relationships, networks, and alliances.
- Develop a clear understanding of the goals of KAM as a principle and how it can contribute to the overall strategy of the firm to face future challenges.
- Customer classification and value-based management of customers.
- To learn how to navigate the evolution of key/strategic account partnerships.
- Frameworks for effective management of key/strategic account partnerships.
- Creating and Capturing value for and from the key account relationships.
- Gain a deep understanding of the total process of key account management.
- Assessing Performance of Key Accounts.
More about this course
- Key Account Management (KAM) Programme provides frameworks to understand buyer-seller relationships and managing Key Account Management (KAM) in business markets. It will show how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts. At the end of the programme, you will have the tools to create a strategic key account plan for a specific customer.
Key Account Management at IIM Calcutta Curriculum
Key Account Management
at IIM Calcutta
Developing Customer Centric Organizations
Customer Relationship Management (Introduction to Best practices)
Key Account Management key principles
Identifying key accounts
Developing a deep understanding of the customer
Developing customer?focused value propositions
Commercial strategies for Key Accounts
Managing the internal and external teams for KAM
Prioritizing, managing and growing key accounts
Conflict Management and Negotiating for higher value
The strategic role of the Key Account Manager
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Key Account Management at IIM Calcutta Contact Information
Key Account Management
at IIM Calcutta
Address
IIM Calcutta
Diamond Harbour Road
Kolkata ( West Bengal)
Phone
03324380892
(For general query)
03324679178
(For admission query)
Email
ao_admissions@iimcal.ac.in
(For general query)
chair_admissions@iimcal.ac.in
(For admission query)
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