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RM3,500.00
Description
This post is also available in:
Melayu


Key Account Management Training Courses
Key account management training courses cover many aspects. These are interpersonal relationship skills, SPIN selling skills, sales probing skills, pipeline management and key account based sales and marketing activities. This is a HRDF Claimable Course. It is part of the sales training courses offered by Kognifi.
This Kognifi training course for key account managers is designed to deliver these courses in a modular format over two days. This key account management training course details are as follows.
Key Account Management Training Course Description

In this course, participants learn how to do B2B and B2G sales. This includes finding opportunities, reporting sales pipeline activity and planning account specific sales activities.
Finding Key Account Sales Opportunities
Participants learn how to manage sales conversations with different types of stakeholders in a purchasing or buyer centre in large organizations. They are introduced to the SPIN sales process and how to get real opportunities in the account.
Identifying the Right Decision Makers
Participants will be introduced to the fundamentals of organizational selling skills. This covers elements of the different behavior types in different levels of people in the target account. And what specific kind of networking is required to manage organizational selling.
Getting Budget Allocations and Sales Pipeline Reporting with Key Account Management
Participants learn to identify buying groups in key account organizations. They learn how to get budgets, proposals and support from the buying groups in key accounts . And how to realistically report their key account deals pipeline progress.
Key Account Go To Market Planning
Participants will be guided on how to create an effective account-based marketing (ABM) campaign to reach and influence key decision makers in a target account.

Key Account Management Training Course – Learning Objectives
- How find sales opportunities in the key account
- How to influence the decision makers
- How to manage the key account sales pipeline
- How to create a target key account sales plan
Key Account Management Training Course – Learning Outcomes
- Able to get sales opportunities in key accounts
- Able to map the buying process flow of decision makers
- Able to get proposals accepted and budget allocations done
- Able to create a key account go to market action 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 of key account management, interactive discussions, group activity and quizzes to test understanding. Get our latest key account training course brochure for details.

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 Covered
- 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
- 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 Covered
- 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
- Buyer circles and the types of decision-makers · Lecture
- Getting started with buying centers mapping and account risk analysis · Workshop
- Presenting the sales probes to manage sales risks · Group Activity
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 Covered
- 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
- Sales pipelines 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 Covered
- 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
- Key account sales and marketing activities · Lecture
- Getting the stakeholder engagement call plans · Workshop
- Presenting the ABM Plan of Action campaign plan · Group Activity
Learning Paths for Key Account Management Training Courses
- Learning Path: Sales
- Learning Program: Key Account Management
Recommended Sales Training Courses for Key Account Managers
- 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 key account management 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
- 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.

Contact Us for a Training Proposal
HRDF Claimable Training 2025 - Request For Information (RFI)
Send us your request for training. We can customise the training and get the trainers per your training objectives.
Additional information
Public Training | Kuala Lumpur or Selangor, Zoom Meeting with Attendance Recording |
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Public Classes | June, September |
In-House Training | On-Site Training – At Your Office, Off-Site Training – Organized by You, Remote Online Training |
In-House Classes | Send in the Contact Us Form on the Product Description Tab |
Remote Online Training |