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.

Course Information

Tracks:

Categories:

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 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!

Course Orientation

Introduction
Pre-Session Assessment
Download KAM Course Handbook

Module 1 · Being a Trusted Advisor

The Trusted Advisor Role
Getting Started With The Trusted Advisor Role
Presenting the Trusted Advisor Profile

Module 2 · Identifying the Decision Makers

The Types of Decision Makers
Getting started with buying centers mapping
Presenting the Buyer Circles

Module 3 · Managing the Purchasing Process

The Purchasing Process
Getting started with the Purchasing Process
Presenting the Pipeline Management Plan

Module 4 · Crafting the ABM Campaign

Key Account Based Marketing and Activities
Getting Started with the ABM Plan
Presenting the ABM Campaign Plan

Course Assessments

HRD Corp Training Effectiveness Evaluation · KAM
KAM Session End and Course Review

What Others Have Said

Course is meet our requirement
By: Tengku Afiq Rabbani Tengku Mohd Anuar

Training was really good and meet our objective

Course is meet our requirement
By: Tengku Afiq Rabbani Tengku Mohd Anuar

Training was really good and meet our objective

Key Account Management meeting
By: Azmi Sumairi

I truly appreciate to Mr Loga for your time you spent helping me in many occasions. Thank you very much for the good course. I enjoyed every minute of your lecture as well as your marvelous sense of humor.

Thank you note by Aida for the training it was excellent
By: Aida Mohd Ariff

it was an excellent training session with jam-packed new lessons which can be applied to our daily work practices in managing KAM accounts. thanks for your sharing your expertise with us!