KEY ACCOUNT MANAGEMENT sales workshop in Mumbai, Bengaluru, New Delhi


On 14th & 15th Janaury'11 at Hotel Ramada Plaza Palm Grove, Juhu Beach, Mumbai
On 21st & 22nd January'11 at Hotel Gateway, Taj Group, Residency Road, Bengaluru
On 27th & 28th Janaury'11 at Hotel Jaypee Vasant Continental, Vasant Vihar, New Delhi

(9.30 am to 5 pm on all days)

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 Managing and Developing Your Key Accounts
Managing key or major accounts and maximizing their potential, requires a different set of skills than selling. The effective and professional management of your key accounts is critical to your success and that of your company. During this two day program you’ll consider the role and day-to-day tasks of highly effective account managers, examine proven practices in the development of an account and learn how to develop long term and profitable relationships with your key/major accounts.
  Who may attend
Executives/ Managers/ Senior management executives who wish to adopt KAM as a growth strategy in their organizations and understand the intricacies involved in managing and retaining key accounts Managers from all functions who want to learn effective techniques for maximizing the potential of every key/major account they manage in B2B and B2C scenario. It can be attended by senior and middle level executives associated with sales & marketing functions including co-ordination and order execution.
  Program Outline
Introduction and Program Review
- Who are your Key Accounts & why
- Understanding the relationship levels
- The KAM model/s – A brief
- Perspectives of the product/service; the customer; the key account manager

Key Accounts Mapping - The profile of an account

The Key Account Planning Process - The key account management plan sequence

Preparatory Analysis - Historic performance review - The aims for the account

Account Analysis - PEST analysis - the market drivers -- Modern Tools of customers’ business analysis

Relationship Analysis - The account manager as the custodian of the relationship between customer and company - Creating a positioning statement -- The attitudes and disposition of key players

The Tactics Plan - Sales activity to achieve the strategies -Enhancing MICE (Meetings, Incentives, Conferences and Exhibitions) revenue

Identifying Red Flags - Issues which might prevent achievement of goals - Missing information; incomplete information

Account Penetration - Different models for different customers , Handling Government Tenders

Behavioral Analysis - Modifying your selling and managing behavior to complement the customer’s - Buyer motivations
Faculty Profile
Mr. Sunil Chandra is a Management Consultant and Corporate Trainer. His qualifications include MBA (Marketing) and a Diploma in International Business.

Having more than 30 years of experience in areas of Corporate growth & development, training, administration, HRM, Global business & industrial projects in industry and trade, he has held top management positions during his career.

He has been associated with top Companies such as National Productivity Council, POLYSET, VOLTAS, L&T, HP-Compaq, MICROSOFT, GODREJ, PCS-DG, UFlex, Baba Global, HCL Info-systems, Birla-Soft, Luxor International, Goldsouk, AEZ India, etc.
Fee/ Investment for the Seminar
Rs. 10,500/- plus service tax @10% plus educational cess @3% = Rs 11,582/- .The seminar is non-residential. Fee is payable in advance by cheque drawn in favour of Indian Academy of Management'
Reigstration/ 4-Ways to Register
Please register your nominations
1. on our website or
2. Send by E-mail to
3. Phone 022-65886060 or 022-3040 3400 or
4. Send by courier and
also send the fee to

Indian Academy of Management,
331, Kaliandas Udyog Bhavan, Century Bazar Lane,
#660033Worli, Mumbai - 400 025.
Phone No. 022-6588 6060 & 022-3040 3400