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Key Account Management Training
Sales and marketing professionals are well aware at the golden 80/20 rule, i.e., 80% at a firm’s sales or revenue is generated by 20% at its clients. This 20% is part of the customer segment that is often referred to as ‘Key Accounts‘, i.e., the most influential customers who, more often than not, dictate the very basics at your business strategy — from customer service to recruitment, from pricing to the supply chain. In doing so, they affect the profit margin and growth of your business.

HR organized a full day, highly interactive workshop on Key Account Management in 2012 in Karachi. The workshop was conducted by Dr. Ali Jarrar, a prominent corporate trainer.

The workshop focused on differentiating between normal accounts and key accounts. lt also guided the participants on how to optimize their business potential by building longer lasting and mutually beneficial relationships with their key accounts.

The workshop was based on the following content:
o Account prioritization grid
o identifying hindrances and capitalizing on opportunities to capture a key account
o Tactics to influence key decision makers
o How to develop ‘Influence Networks‘
o identifying customer needs for building better relationships
o Retaining key accounts by protecting and safeguarding them from competitors
o Beginning with the end in mind’ development of account objectives

The learning outcomes of the workshop were:
o Differentiating between normal and key accounts
o learning to become your customers’ partner at choice
o Creating a better value and proposition for your customer
o Building relationships with customers by going the ‘extra mile‘
o Becoming proficient in developing ‘Influence Networks’ around your customers.
o Retaining, protecting and safeguarding your customers from competitors
o Developing clear and comprehensive account objectives
o Hands-on experience in converting tough but profitable customers into key accounts

Dr. Ali Jarrar comes with a rich training background that encompasses multiple spheres at Human Resource Development and a career in Training spread over a decade at Pfizer Laboratories, Sante (Pvt) Ltd to Bayer Pakistan.
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