大客户管理（英文授课）（上海，6月19-20日）
【举办单位】北京曼顿培训网 ******** 中国培训资讯网 ******** or international sales directors in charge of large accounts; sales engineers or key account managers; sales managers

【课程意义】
In the context of globalisation, knowing how to produce a winning commercial strategy and provide the excellent service expected by key accounts are both key elements in developing long term relationships.
Optimising portfolios and retaining key accounts bring added value by building a win/win relationship between clIEnt and supplier.
This programme supports key account managers as they design their sales strategy using 4 major roles; managing their knowledge of the clients` background, managing business plans, managing the customer relationship, managing teams and projects.
■Assessing and / or clarifying their job scope
■Building a toolbox to be in command of every aspect of their job
■Solving the main issues they have to deal wITh on the job
■Rolling out an action plan to manage their accounts efficiently Who should attend
■National or international sales directors in charge of large accounts; sales engineers or key account managers; sales managers

【课程大纲】
1. The key account manager’s role    
■Defining key account management    
■Organising key account management    
    
2. The key account manager: managing knowledge    
■The expert and the consultant    
■Understanding customers in depth    
■Running the SWOT analysis    
    
3. The key account manager: managing business    
■Generating and building business    
■The account business plan    
■The account planning process    
    
4. The key account manager: managing relationships    
■Taking up PR    
■Identifying and involving key players    
■Analysing relationship effectiveness to fine-tune strategy    
    
5. The Key Account Manager – project and team manager    
■The role as coordinator responsible for the action plan    
■Organizing implementation and mobilizing the team    
■Guiding development of the action plan    
■Developing cooperation and avoiding conflicts    

【费用及报名】
1、费用：培训费5998元（含培训费、讲义费）；如需食宿，会务组可统一安排,费用自理。
2、报名咨询：鲍老师
3、报名流程：电话登记-->填写报名表-->发出培训确认函
4、备注：如课程已过期，请访问我们的网站，查询最新课程
5、详细资料请访问北京曼顿培训网：******** (每月在全国开设四百多门公开课，欢迎报名学习)