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Account Management

This web-based training course on Account Management functionality, administration and development, is available online to all individuals, institutions, corporates and enterprises in India (New Delhi NCR, Bangalore, Chennai, Kolkatta), US, UK, Canada, Australia, Singapore, United Arab Emirates (UAE), China and South Africa. No matter where you are located, you can enroll for any training with us - because all our training sessions are delivered online by live instructors using interactive, intensive learning methods.


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Course Details

Account management is a client facing role. With this training program trainees will learn importance and effectiveness of professional selling, USP (Unique Selling Point), importance of USP, difference between sales and key account management, strategic account management, strategic alignment within the organization, risks and failures and how to train and empower key account managers. This training program educates trainees about various roles and responsibilities, account segmentation and prioritization, how to maintain excellent customer contacts and how to improve market competitiveness. Furthermore, trainees will learn various stages of team development, how to share responsibilities in key account management and employee motivation within a positive team culture. There are no prerequisites for this course. This course is beneficial for both professionals and fresher to enhance their knowledge and skills.


Professional Selling

  • Understanding importance and effectiveness of Professional Selling
  • Describing the sales cycle
  • Explaining sales terms
  • Features and Benefits of products & services important
  • Common Sales approach

Unique Selling Proposition (USP)

  • What is USP?
  • USP Customer Driven or Sales Driven
  • Explaining the importance of USP

Key Account Management (KAM)

  • Understanding Key Accounts
  • Understanding difference between sales and key account management (KAM)
  • Explaining roles and responsibilities
  • Describing Accounts segmentation and prioritization

Strategic Account Management (SAM)

  • How KAM focus on High Level buy in?
  • Understanding the importance of selecting the right KAM champion
  • Identify your Strategic Account portfolio (Key Accounts)
  • How to train and empower your Key Account Managers?
  • Strategic Alignment within the organization
  • Describing Foreseeable Risks and Failures

Maintain Relationships with Key Accounts/Customers

  • Various Steps to Great Key Account Management
  • How to maintain excellent customer contacts?
  • How to improve market competitiveness?

Key Account Manager Profile

  • To understand Sales Strategies to succeed as a Key Account Manager
  • To Understand the importance of Negotiations
  • How to keep a focus on Key Accounts Profitability and Long term growth?

Organizational Teamwork for profitable Key Accounts

  • What is a Team & What is Teamwork?
  • Understanding Benefits and Challenges in Team working in Key Accounts
  • Various Stages of Team Development
  • Describing share responsibility in Key Account Management
  • Describing Employee motivation within a positive team culture

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