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Key Account Management
Upcoming Classes:
- 9th to 10th April 2025 | Wednesday & Thursday
- 18th to 19th June 2025 | Wednesday & Thursday
This Key Account Management training is a two-day coaching workshop on how to get B2B and B2G sales:
- Finding opportunities and reporting sales pipeline activity
- Leveraging relationships and planning key account actions
- Learn how to leverage strategic purchasing methods to grow sales
- Learn how to identify decision-makers and shape decisions with consultative selling skills

Click the button below to contact Kognifi Customer Service (+6011-6353-3599) on a working day (Mon-Fri, 9am to 5pm) for your enquiry on training course classes.

“Mr Logarajah has very rich experience in sales, project management and tendering and is able to share experiences accordingly to back up his points or real life application. “
— Natalie, Sales Marketing

“Content is applicable and able to learn from team member as well”
— Jia Jie, Manager

“It has activity that reflect to my current situation to getbit solved and advise from trainer”
— Fahmy, Account Manager
Days Left to Workshop Date
Course Instructor

Logarajah Thambyrajah
- Supported peers and led global cross-functional teams
- 30 years of Sales and Marketing experience lessons learned
Key Account Management Training Schedule
- Workshop days: 2 days
- Time: 9:00am to 5:00pm
- Coffee and Lunch Breaks
Key Account Management Workshop Day 1

Module 1 – Finding Opportunities | Being a Trusted Advisor
Participants are introduced to the concept of trusted advisor. Participants learn how to use sales probes and SPIN questions to discover opportunities in the accounts. And how to build their brand persona in a key account.
Topics
- Seeing market forces and impact on accounts
- Account management model for B2B, B2G, B2P and B2C sales channels
- Creating the list of relevant accounts
- Building the account profile
- Sales conversation stages in an account
- SPIN sales probes and probing skills
- Creating proposals with the cost benefit analysis
- Product positioning and brand drivers
Activities
- Opportunities and the trusted advisor role · Lecture
- Getting started with the trusted advisor role and consultative selling · Workshop
- Presenting the key account call plan · Group Activity
Module 2 – Getting Leverage | Identifying the Decision Makers
Participants learn about organization systems and how to identify decision makers. Participants learn how to see the approval process for budget allocations, sales and payments. They learn how to see sales risks in the account and how to respond to potential risks to sales.
Topics
- Authorization Matrix
- BANT sales qualification method
- RACI organization command and control systems
- Account stakeholder types, roles and power
- Kraljic and Eisenhower Matrixes
- Account purchasing strategies and supplier response strategies
- Listing account stakeholders in the purchasing decision making processes
Activities
- Buyer Circles and the types of decision makers · Lecture
- Getting started with buying center mapping and account risk analysis · Workshop
- Presenting the sales probes to manage sales risks · Group Activity
Key Account Management Workshop Day 2

Module 3 – Sales Pipeline Control | Managing the Purchasing Process
Participants learn how to influence the purchasing processes and controls. Participants learn how to differentiate and influence the stakeholders. They learn how to build and check the sales pipelines and sales progress in an account. And they learn how to handle objections and ask for the order.
Topics
- Account vendor selection process
- Purchasing evaluation process
- Relationship connectors and impact in the evaluation process
- Account stakeholders support status
- Managing risks in the account
- Sales pipeline reporting
- Stakeholder responses and management
Activities
- Sales pipeline and the purchasing process · Lecture
- Sales pipeline conversations and sales role plays · Workshop
- Presenting the sales pipeline stakeholder management plan · Group Activity
Module 4 – Target Accounts POA | Crafting the ABM Campaign
Participants learn the specific activities required to market, influence and sell to accounts. They learn how build relationships and leverage social capital. Participants learn how to plan the sales actions and sales tools needed to sell and build the sales pipelines in accounts.
Topics
- Account Based Marketing
- Account penetration methods
- Hunting, Farming and Life-Time Values
- Share of wallet targeting
- Relationship building and networking
- Customer based brand equity
- Communications plan
- Sales collaterals
- Plan of Action
Activities
- Key account sales and marketing activities · Lecture
- Creating the stakeholder engagement call plans · Workshop
- Presenting the ABM POA campaign plan · Group Activity
Key Account Management Public Workshop Dates
- Date: 9 to 10 April 2025
- Venue: Kognifi Office, Phileo Damansara 1, Selangor
- Time: 9:00am to 5:00pm
Key Account Management Public Workshop Prices
This training class is fully claimable from HRDCorp (HRDF)
- Individual Price: MYR 3,500 per person
- Group Price: To discuss based on pax
Call or WhatsApp +6011-6353 3599 (9am to 5pm, Mon-Fri)

HRDF (HRDCorp) Claimable Training Course
- This course training is an HRDCorp Claimable Course
- Can claim HRDF reimbursement from employer levy paid to HRDF
- This training course is an approved registered program with HRDCorp

HRDF (HRDCorp) Registered Training Provider
- This workshop organiser, Kognifi Sdn Bhd, is an HRDCorp registered training provider
- This training course is an approved registered program by Kognifi Sdn Bhd with HRDCorp
Contact Kognifi For More Details

Click the button below to contact Kognifi Customer Service (+6011-6353-3599) on a working day (Mon-Fri, 9am to 5pm) for your enquiry on training course classes.
Or send in the booking form below:
Training Class Booking
Send in this form to book your place in this class. And get our quotation to process payment or get your company’s HRD Corp grant approval.