Advanced Certificate in Professional Key Account Management
Who is it for?
Participants must have at least three years sales experience, one of which at management level.
For further information or assistance on CIM Qualifications, contact qualifications@cim.co.uk or call +44 (0) 1628 427120
-
|
|
|
|
-
Developing Sales and Marketing Strategy
-
Resources for Sales and Key Account Management
-
Key Account Relationships
-
Key Account Planning
|
The Advanced Certificate in Professional Key Account Management offers the opportunity for more experienced sales professionals to gain a qualification that mirrors closely their area of expertise.
The programme is designed to build upon their existing skills and enhance their understanding of management whilst broadening their strategic perspective in a way that is beneficial to both the individual and the organisation.
-
A prestigious qualification well recognised within the industry
-
Assessment of delegates' performance is through both examination and employer related projects
-
Through the in-company projects, candidates are conducting an in-depth examination of the sales practices within their own organisation - a benefit to candidate and employer
Please contact your individual study centre.
At least three years sales experience, one of which must have been spent at management level.
No subject exemptions applicable.
Developing Sales and Marketing Strategy
Overview
This subject is common to both the Sales Management and Key Account Management qualifications. It explores the role the Manager plays in assisting with the development of sales and marketing strategy.
What you will learn
By the end of this subject, you should be able to:
-
Identifying trends, developments and market conditions and assess their importance
-
Conduct an external analysis - environmental and competitor analysis
-
Conduct a customer analysis
-
Set objectives and monitor progress against them
-
Recommend improvements to strategy involving:
-
Marketing research
-
New product/service development
-
Reviews of products/services
-
Reviews of pricing policy
-
Carry out a cost/benefit analysis
-
Allocate budgets and time scales to sales plans
-
Introduce new products/services
-
Scheduling
-
Liaising with specialists
-
Briefing staff involved
-
Obtain customer feedback
|
Resources for Sales and Key Account Management
Overview
This subject is common to both the Sales Management and Key Account Management qualifications. It enables the Manager to evaluate the effective use of resources including expenditure, information and themselves.
What you will learn
By the end of this subject, you should be able to:
-
Identify your own training needs through preparing a skills audit
-
Prepare a personal development plan and identify strategies for improvement
-
manage time effectively
-
Consider alternative options for expenditure
-
Male clear recommendations for expenditure
-
Monitor progress to budgets
-
Gather and analyse information for management decision making
-
Record and store information to meet legal and organisational requirements
-
Prepare and present proposals
|
Key Account Relationships
Overview
This subject covers the creation and development of sccessful relationships with Key Account customers. The practical aspects include the skills required to deliver professional, high impact presentations, and how to build effective networks.
What you will learn
-
Establish and maintain productive Key Accounts
-
Develop effective levels of support for customers
-
Identify buying structured within Key Account organisations
-
Adapt your approach to selling to meet the needs of different environments
-
Use relevant specialists to help prepare formal presentations
-
Deliver formal presentations
-
Negotiate effectively on behalf of Key accounts
-
Manage conflict positively
-
Establish and extend networks for improved sales
|
Key Account Planning
Overview
This subject focuses on the development and implementation of Key Account plans. The practical aspects include preparation of sales proposals, and personal selling skills.
What you will learn
-
Develop effective Key Account strategies
-
Use your knowledge of key personnel within your organisation to enhance Key Account decisions
-
Recognise and respond appropriately to buying signals
-
Identify influencers and decision makers within the customer's organisation
-
Present sales proposals to take account of relevant industry regulation and legislation
-
Maintain a healthy and safe working environment
-
Implement and monitor Key Account plans
|
|
|
|
|
|
|
|