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Key Account Management Certificate Course for FMCG
Content
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Executive Education
Growth
Key Account Management Certificate Course for FMCG
Content
Overview
Content
Registration
Seminar Content
The course is divided into the following five modules:
Seminar Content
1. Foundations of Key Account Management
Introduction to Key Account Management
Customer information and value proposition
Structure of a sales visit
Application of the sales steps and instruments
2. Key Elements of Customer Planning
Strategic and operational customer planning
Communicative structure and presentation techniques
Applicability of presentation structure
3. Managing Annual Meetings Successfully
Preparation and Planning of Customer Negotiations
Definition of the Investment Strategy
Conduct of Customer Negotiation
Monitoring and Control
Standardised Annual Talks
4. Planning and Implementation of Price Negotiations
Pricing Approaches and Consumer Behaviour
Price Analysis and Price-elasticity Analysis
Price Planning Process including "Share of the Cake" Analysis
Implementation of Price Increases
Conduct of a Price Negotiation
5. Negotiation Role Plays
Preparation of Customer Negotiation
Conduct of the Negotiation Role Plays
Presentation of the JBP
Feedback, Key Learning and ToDo's
Lecturers
Dr. Harald Mitterlehner
Senior Partner, Rhein-Main Consulting Group GmbH
Topics:
Experience as Sales Director in International Companies
Gerd Wolf
Founder of the Rhein-Main Consulting Group (RMCG)
Topics:
Negotiation Techniques
Preparation and Implementation of Price and Condition Systems
Prof. Dr. Henrik Meyer-Hoeven
Professor for Human Resources / Organisation
Profile
Topics:
Foundations of Key Account Management
Key Elements of Customer Planning
Questions?
Colin Rawlins
Head of Executive Education
+49 40 822160 961
colin.rawlins(at)hsba.de
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