Key Account Management Training Course

In this course, participants will learn how to manage sales conversations with different types of stakeholders in a purchasing or buyer center in large organizations.

Participants will be introduced to the fundamentals of organizational selling skills. This covers elements of the different behavior types and networking required to manage organizational selling.

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.

Course Instructor

Logarajah Thambyrajah Author

Logga is a marketing professional, project management consultant and founder of Kognifi Sdn Bhd. Kognifi is a digital agency and business skills training provider in Kuala Lumpur, started in Jun 2017. Before Kognifi, Logga was the lead project manager for a MCMC 3G small cells project in East Malaysia. And prior to this, Logga was an international marketer with B. Braun Surgical, Dell, Tyco Healthcare and Flextronics. Full details at LinkedIn. Feel free to send a connection request!

• LinkedIn

Course Orientation

Introduction

Lesson 1 of 3 within section Course Orientation. You must enroll in this course to access course content.

Pre-Session Assessment

Lesson 2 of 3 within section Course Orientation. You must enroll in this course to access course content.

Download KAM Course Handbook

Lesson 3 of 3 within section Course Orientation. You must enroll in this course to access course content.

Module 1 · Being a Trusted Advisor

The Trusted Advisor Role

Lesson 1 of 3 within section Module 1 · Being a Trusted Advisor. You must enroll in this course to access course content.

Has Quiz

Getting Started With The Trusted Advisor Role

Lesson 2 of 3 within section Module 1 · Being a Trusted Advisor. You must enroll in this course to access course content.

Has Quiz

Presenting the Trusted Advisor Profile

Lesson 3 of 3 within section Module 1 · Being a Trusted Advisor. You must enroll in this course to access course content.

Has Assignment

Module 2 · Identifying the Decision Makers

The Types of Decision Makers

Lesson 1 of 3 within section Module 2 · Identifying the Decision Makers. You must enroll in this course to access course content.

Has Quiz

Getting started with buying centers mapping

Lesson 2 of 3 within section Module 2 · Identifying the Decision Makers. You must enroll in this course to access course content.

Has Quiz

Presenting the Buyer Circles

Lesson 3 of 3 within section Module 2 · Identifying the Decision Makers. You must enroll in this course to access course content.

Has Assignment

Module 3 · Managing the Purchasing Process

The Purchasing Process

Lesson 1 of 3 within section Module 3 · Managing the Purchasing Process. You must enroll in this course to access course content.

Has Quiz

Getting started with the Purchasing Process

Lesson 2 of 3 within section Module 3 · Managing the Purchasing Process. You must enroll in this course to access course content.

Has Quiz

Presenting the Pipeline Management Plan

Lesson 3 of 3 within section Module 3 · Managing the Purchasing Process. You must enroll in this course to access course content.

Has Assignment

Module 4 · Crafting the ABM Campaign

Key Account Based Marketing and Activities

Lesson 1 of 3 within section Module 4 · Crafting the ABM Campaign. You must enroll in this course to access course content.

Has Quiz

Getting Started with the ABM Plan

Lesson 2 of 3 within section Module 4 · Crafting the ABM Campaign. You must enroll in this course to access course content.

Has Quiz

Presenting the ABM Campaign Plan

Lesson 3 of 3 within section Module 4 · Crafting the ABM Campaign. You must enroll in this course to access course content.

Has Assignment

Course Assessments

HRD Corp Training Effectiveness Evaluation · KAM

Lesson 1 of 2 within section Course Assessments. You must enroll in this course to access course content.

KAM Session End and Course Review

Lesson 2 of 2 within section Course Assessments. You must enroll in this course to access course content.