Key account management is at the frontier of professional selling and sales force management, and with it comes added complexity. This module, developed based on practices used by the world’s most sophisticated KAM organizations, prepares practitioners to operate in this environment.
Selling across geographic boundaries and business unit lines effectively takes skills beyond those taught in the professional selling module. These skills include knowing how to leverage internal resources, map accounts, and forecast sales. On top of learning the skills needed to succeed in KAM, participants will develop a deep understanding of the role key account managers assume and the way they contribute to corporate strategy.