Key Account Management

The University of Auckland Business School
Auckland, New Zealand

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' ‘Key Accounts�are critical to your organisation’s survival.

They are aware of their contribution to your revenue, their impact on your profits and their ability to assist in bringing about economies of scale for your organisation.

They have bargaining power and generally know how to use it.

They also have a greater choice of what they can buy, where and from whom they can buy, and how and when they choose to pay.

They are discerning, demanding and aware of their options.

Your Key accounts are the ones that your competitors would most like to acquire.

Retaining and developing your key accounts, assuring their loyalty and locking out your competition are essential to your survival and success.

What do Key Accounts want from the supplier?

Despite the choices available to them Key Accounts are not seeking just “suppliers�or necessarily “the best deal available�at any given time.

They are seeking ‘partners� They want to form alliances with companies who can in some way add value to their business. People who can save them money, cut their costs, help them increase their efficiency and effectiveness, assist them to make better profits and in some way add to their bottom line.

Key Accounts are not only different in size, they are also different in nature and it is necessary to formulate the correct strategies and employ the right tactics to maintain, defend and grow these accounts.

Selling strategically is the best way to outperform your competition and ensure your position as the preferred or sole supplier.

You have to sell the whole ‘package� The products, services, ideas, quality and skills of your organisation and how they can contribute to your customer’s success.

“Key Account Management�provides valuable insights into:

How to become and remain the “supplier of choice�
How to maintain, strengthen and grow relationships with existing key accounts.
How to estimate their future growth.
How to develop co-operative strategies to ensure maximum profit returns from key accounts.
How to identify, analyse and capitalise on new business opportunities in the marketplace.
How to maximise returns by up-selling, cross selling and creating incremental sales of your goods and services. ...''

Elements of this syllabus are subject to change.

Phone:0800 800 875

School Address/Venue(s):

The University of Auckland - Business School,
Graduate School of Enterprise.
Private Bag 92019, Auckland
New Zealand

Jobs & Resumes: Auckland
Houses & Roommates: Auckland
Travel Agencies: Auckland

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