Specialization Course Key Account Management

Acquire skills necessary to maximize your profit and returns.

4 pillars of LIGS University MBA program:

Common Base

Specialization Courses

Webinars & Conferences

Final Thesis

Managing marketing and sales processes? The knowledge, techniques, and skills you get in the Key Account Management course will guide you in steps on how to boost your company’s revenue. You will become familiar with prioritizing and categorizing your client accounts and will excel in helping both sides of the business achieve maximum returns.

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Tuition

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Up-front payment

$ 5,900

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Scholarship

Global Education Scholarship

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Other financing options

Studies

Online study period 12 to 24 months

Proficiency in the chosen language of study (B1)

Course Objectives

The goal of the Key Account Management is to provide students with comprehensive knowledge of the company-client relationship and mutual benefits that both sides can achieve while working in tandem. The students will learn how to generate reoccurring and new business from your existing customers, how to grow the account, and how to immerse deeper into what the client needs while providing additional values and services to the company.

About MBA program at LIGS University

Main benefits of studying MBA program in practice

Key knowledge in the palm of your hand

Efficiently learn relevant principles and methods

Path to savings

Identify weaknesses and inefficient costs

Strategically managed logistics

A holistic view to facilitate decision-making

Integration bears fruit

Optimize company activities, inputs, outputs, and resources

Manage your company's needs

The practical experience of our trainers will move you up the ladder

Determine logistics methodologies

Improve material flow management

What will you study?

Course Abstract

Key Account Management

Key Account Management (KAM) is a continuation of the natural development of marketing, market segmentation and change of corporate orientation from sales to marketing, and customer service.

Terms such as Key Customer Relationship Management (KCRM) and KAM are key to accessing key customers and refer to an evolving methodology of procedures aimed at creating long-term, mutually beneficial business relationships between the company and its customers.

The Key Account Management course introduces students to the way this approach is applied. The purpose is to understand the benefits of KAM for the company and its customers.

The aim of the subject is to get a comprehensive idea of the reasons and the way of introducing KAM in the company. Students will understand what the need arises and what is the point of introducing and subsequently developing the relationship management with key customers and what changes this process raises.

Course Content & Curriculum

The aim of this course is to increase your chances of obtaining more sales and greater revenue success from your existing clients. You will learn about the reasons, benefits, and risks of applying the KAM issues to the corporate environment. To achieve the favourable outcomes, you will learn how to:

introduce the KAM model into entrepreneurship or position KAM within a company
conduct reasons, benefits, and risks of KAM
introduce new and effective sales methods
run a decision-making process within organizations and those of the key clients
work with your portfolio/accounts, identify the right and key clients, build and develop relationships within the portfolio of important clients and create and maintain long-term partnerships with them
implement the KAM competency model
perceive product value by key clients
address the changes in organizational purchasing behaviour
manage communication and sales procedures
constructively use your time and energy put into relevant activities
communicate effectively with your clients
plan with your accounts by working on your and their business goals
proactively categorize and prioritize your accounts
apply the 80/20 principle to the accounts
support various options from the technical point of view
ask for referrals to new leads

Course Learning Outcomes

Detailed summary of course learning outcomes

At the completion of this course, students should be able to…

Understand and apply the fundamentals of effective selling and account management in B2B environments
Understand the value of selling solutions and analyze customer needs
Improve specific selling skills required throughout the customer buying process
Discover how to identify and analyze critical accounts in a business
Provide dynamic ongoing customer care, communication, and support versus transactional thinking
Develop and manage long-standing, lucrative customer relationships
Define the business and organizational benefits and value of a key account management approach
Develop selling strategies for key accounts and high-profile customers
Develop a customer development strategy plan

Admission Requirements

Proficiency in the chosen language of study (B1)

Bachelor's degree

Documents (electronic form): Copy of a document proving the highest degree earned + transcript of records, CV, Photo, Government issued ID

Application is considered upon complete submission of the documents and after the application fee of $100 is credited. Final acceptance is subject to the decision of the Vice Provost at his sole discretion.

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You want to study and you are determined

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Why choose to study at LIGS University?

High quality of lecturers

The lecturers are professionals in their fields. They come from 50 countries and are available in all time zones. Plus, you know that our lecturers will always respond to you in a timely manner.

Apply today, study tomorrow.

The study starts runs and ends exactly as you need it to. With all admission requirements met, just go through the simple application process, wait for the decision of Dean of Students and you can start studying tomorrow.

Personal approach throughout

We offer help with course selection, application and full study support. The tutors are there for you. The tutors will help you to get the most out of your studies.

Easy access

There will be no clueless searching for sources or searching for supporting documents. Online library, video library of webinars and e-learning materials are a matter of course. All in one place and a few clicks.

You build your study plan

You choose the subjects you study according to your experience and professional goals. Combine academic insight and work experience. As part of your studies, you can address current issues in your field.

Study without borders and barriers

Maybe health issues are limiting you or you're just not flexible because of work? Boundaries are not for us. Wherever you are on Earth, you can study with us. All you'll need is an internet connection.

Studies at LIGS University

What do I need to do to improve my market value and meet my goals?

Application for
LIGS University

Contract and payment

Studies

Graduate thesis

Diploma
and MBA

GRADUATION
CEREMONY

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What will a degree bring to your life and career?

How are the studies carried out?

Adjust your study plan according to your preferences

Studying at LIGS University is individual and self-paced. You're not bound by any deadlines and you fulfil your study obligations as your time permits.

Although self-study may seem challenging, there is nothing to worry about. Throughout your studies, you will be supported by a team of helpful study advisors and experienced lecturers who will help you through any situation and move you forward towards a successful goal.