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Key Account Management Training Course Description
In this course, participants will learn how to manage sales conversations with different types of stakeholders in a purchasing or buyer centre in large organizations.
Participants will be introduced to the fundamentals of organizational selling skills. This covers elements of the different behavior types and networking required to manage organizational selling.
Participants will be guided on how to create an effective account-based marketing campaign to reach and influence key decision makers in a target account.
- Knowing how to be a trusted advisor
- Knowing how to identify the decision makers
- Knowing how to manage the purchasing process
- Knowing how to create an ABM plan
- Able to be a trusted advisor
- Able to identify the decision makers
- Able to manage the purchasing process
- Able to create an ABM plan
Key Account Management Training Course Content
This training course has the following elements and content. The learning method will be based on lectures on the subject matter, interactive discussions, group activity and quizzes to test understanding.
Module 1 – Being a Trusted Advisor
This module introduces participants to organizational selling skills, and they will learn how to make sure that their clients manage to achieve the results that have been presented.
- The trusted advisor role · Lecture
- Getting started with the trusted advisor role · Workshop
- Presenting the trusted advisor profile · Group Activity
Module 2 – Identifying the Decision Makers
This module will introduce participants on how to manage sales conversations with different types of stakeholders in a purchasing or buyer centre in large organizations.
- The types of decision makers · Lecture
- Getting started with buying centres mapping · Workshop
- Presenting the buyer circles · Group Activity
Module 3 – Managing the Purchasing Process
This module will introduce participants how purchasing process reflects your internal operational efficiency as well as developing products and bringing them to market.
- The purchasing process · Lecture
- Getting started with the purchasing process · Workshop
- Presenting the pipeline management plan · Group Activity
Module 4 · Crafting the ABM Campaign
This module will introduce participants to consider the type of content or message for audience to consume. They should also consider the potential funnel position of the audience the message is served to.
- Key account-based marketing · Lecture
- Getting started with the ABM plan · Workshop
- Presenting the ABM campaign plan · Group Activity
- Learning Path: Sales
- Learning Program: Key Account Management
Recommended Sales Training Courses
- SS-BY · Buying Motives and JTBD Training Course
- SS-TA · Trusted Advisor Training Course
- SA-TM · Tender Bids Management Training Course
- SA-KAM · Key Account Management Training Course
HRD Corp TTT Certified Trainer
The trainer for this digital marketing training course, Logarajah Thambyrajah, is TTT (Train The Trainer) certified by HRD Corp. He is an SEO Consultant and the principal consultant for Kognifi. Come and join the training course that we offer. Be trained by our experienced consultant and trainer with more than 30 years experience. With global lessons learned in Fortune 500 companies to share with participants.
Kognifi is a HRD Corp Training Provider
Kognifi is an approved training provider (TP) by HRD Corp. We are listed in the HRD Corp portal. You can search for Kognifi on this HRD Corp link. Kognifi is a marketing and consulting company for digital marketing services and corporate trainings in Malaysia. Kognifi provides HRD Corp claimable training in Malaysia. Kognifi has a list of in-house business management, sales and marketing trainings in Malaysia.
How To Order Our Training Courses
Determine the training course you want your team to attend Contact us to get the latest training course outline, pricing and schedule for one of the following types of training for your selected course.
- In-House Training
- Remote Online Training
- Public Training
We will then send you the official quotation for HRD Corp Levy grant application. This quotation will be digitally signed to verify that its from Kognifi Sdn Bhd.