top of page
KAM Game
Key Account Management
A Serious Business Game
for Key Account Managers
Our Offer
We provide a Training Solution that translates the most important theoretical models related to Sales in the real world of the Key Account Manager.
This training incorporates proven models and theories and applies them in a fun & interactive manner.
The outcome of this course
-
learn how customers select their suppliers
-
understand customer buying strategies, and how to react on them
-
learn to develop relationships with customers and stakeholders in a competitive environment
-
learn to measure and manage the value of your customer relationships.
Focus of the training:
1. Key Account Management
Selecting Key Accounts and understand the Key Account Management process
2. From Value Discipline to Buying Behaviour
How your company profiling influences the buying behaviour of your customers
3. Value Management
Compelling customer value propositions through value co-creation.
Via the Game, insight is given on ...
Key Account Management
How to segment and further develop the relation with key accounts.
After this session the participants will:
-
know what the stages are in developing key account relationships
-
know how to select key accounts based on their attractiveness
-
know how to grow key accounts
From Value Discipline to Buying Behaviour
How customers determine what supplier they prefer to work with.
After this session the participants will:
-
know how a company profile is created based on internal Value Disciplines.
-
know how customers perceive Value Propositions
-
know how perception is matched with the customer’s Buying Preferences leading to signed contracts and a Share of Wallet.
Value Management
What is value from a customer’s perspective and how to contribute to creating value for your customers, leading to mutual gain.
After this session the participants will:
-
understand that 1 customer can have multiple buying strategies.
-
know how to recognize the different strategies and act upon them
-
understand the characteristics of each strategy and be able to target
-
know how value can be determined
-
know how customer lifetime value can be calculated and influenced
Contact Us
Key Account Management Game
Leming 117
3220 Holsbeek
Belgium
Tom.Vanderbiesen@Xfincs.be | +32 497 053 795
bottom of page