Key Accounts Management Training: Mumbai, Delhi

KEY ACCOUNT MANAGEMENT On 13th & 14th December'11 at Hotel Ramada Plaza Palm Grove, Juhu Beach, MumbaiOn 16th & 17th Dec'11 at Hotel Jaypee Vasant Continental, Vasant Vihar, New Delhi
(9.30 am to 5 pm on all days)

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 will 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 POLYSET, VOLTAS, L&T, HP-Compaq, MICROSOFT, GODREJ, PCS-DG, UFlex, HCL Info-systems, Birla-Soft, Luxor International, Goldsouk, etc.
Fee/ Investment for the Seminar :
Rs. 11,500/- plus service tax @10% plus educational cess @3% = Rs 12,685/- .The seminar is non-residential. Fee is payable in advance by cheque drawn in favour of Indian Academy of Management'
Registration: Please register your nominations by E-mail to or
Call Phone 022-65886060 or 022-3040 3400. or
on our website

also send the fee cheque by courier to 
Indian Academy of Management, 
331, Kaliandas Udyog Bhavan, Birla Century Lane, 
Worli, Mumbai - 400 025.

About: Soft Skills Training India (SSTI), is a part of International Training and Consulting Network and provides Training and consulting solutions in the area of Leadership, Sales and Sales management, Customer Service, Relationship Management. We conduct In House as well as Open Programs on topics such as Business Communication, Negotiation Skills, Presentation Skills, etc. We conduct OutBound Team Building and Management Development Programs. For enquiry of any of our programs, call or SMS Sachin on 9004580740 or email us on