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所在平台: Udemy |
课程主页: https://www.udemy.com/course/key-account-management-essentials/
课程评论：没有评论
课程名称：关键客户管理（KAM）基础：发展您的业务 课程概述：本课程由马尔科姆·麦克唐纳教授主讲，他是许多关于关键客户管理（KAM）重要书籍的作者，并且是克兰菲尔德大学KAM最佳实践俱乐部的创始人，该俱乐部成立已有20多年。教授将其一日工作坊的内容浓缩为10个简短模块，涵盖了KAM的定义、重要性以及成功应用的方法。管理您最重要的商业客户是供应商必须掌握的关键领域。这些客户对供应商的业绩有很大的影响，因此需要通过一个特定的关键客户管理程序进行管理。妥善制定KAM蓝图对于供应商和客户而言都至关重要。然而，许多供应商仍然在这一过程中犯下基本错误，损害了他们在这些关系中获取利润的能力。 通过本课程，您将掌握以下内容： - 如何选择合适的账户纳入您的关键客户程序 - 如何对客户进行分类以最大化您的销售和利润 - 如何分析关键客户的需求 - 如何为每个关键客户制定成功计划 - 如何培养成为优秀关键客户经理所需的技能 - 如何衡量您的关键客户程序的有效性和盈利能力 该课程旨在帮助您更好地理解和实施关键账户管理，从而推动业务增长。
In this course, Professor Malcolm McDonald, author of many leading books on KAM and founder of the KAM Best Practice Club at Cranfield University - which has been running for over 20 years - has condensed his one day workshop on KAM into 10 bite-size modules covering what KAM is, why it is so important, and how to apply it successfully.Managing your most important business customers is a key area that suppliers need to master. These customers can have a strong impact on the performance of the supplier and need to be managed in a special Key Account Management (KAM) program.Getting this KAM blueprint right is vital for both suppliers and customers. Yet many suppliers still make fundamental mistakes damaging their ability to unlock the profits in these relationships.By the end of the course, you will master:>How to select the right accounts to be included in your KEY Account program>How to categorize them to maximize your sales and profits>How to analyze the needs of key accounts>How to develop winning plans for each key account>How to develop the required skills to become an excellent key account manager>How to measure the effectiveness and profitability of your key account program
