Jagal Pharma Ltd
Programme Objective
Key Account Management is the management of the customer relationships that are most important to a company. Key accounts are those held by customers who produce most profit for a company or have the potential to do so, or those who are of high importance. Development of these customer relations and customer retention is important to business success. Particular emphasis is placed on analyzing which accounts are key to a company at a given point in time by determining the needs of these particular customers, and implementing procedures to ensure that they receive excellent customer service. It also seeks to increase customer satisfaction and to build long term business relationships with the key customers.
The programme was geared to taking Jagal Pharma Ltd to achieve market leadership by having a good knowledge and understanding of the following skills as vital keys of Key Account Management.
- Key Account
- The Buying Model
- Building Value
- Securing Appointments
- Maintaining Client Engagement
- Negotiation
- Relationship Selling
- Customer Audits and Referrals
In sales parlance, account refers to a client being managed by a sales agency. Account management involves active interactions with the customers with a view to analyze their changing tastes and preferences. The responsibilities of a key account manager include initiation of the account, setting objectives, and planning strategy.