大客户管理（英文授课）

Assessing and / or clarifying their job scope
Building a toolbox to be in command of every aspect of their job
Solving the main issues they have to deal with on the job
Rolling out an action plan to manage their accounts efficiently

1. The key account manager’s role
Defining key account management
Organising key account management

2. The key account manager: managing knowledge
The expert and the consultant
Understanding customers in depth
Running the SWOT analysis

3. The key account manager: managing business
Generating and building business
The account business plan
The account planning process

4. The key account manager: managing relationships
Taking up PR
Identifying and involving key players
Analysing relationship effectiveness to fine-tune strategy

5. The Key Account Manager – project and team manager
The role as coordinator responsible for the action plan
Organizing implementation and mobilizing the team
Guiding development of the action plan
Developing cooperation and avoiding conflicts