Key Account Management and Planning™ (KAMP) equips participants with the advanced selling skills necessary to manage the sales process in major accounts such as hospitals, major managed care accounts, insurers, employers, pharmacy chains and others. Because these accounts typically involve multiple decision makers at the top, participants learn to work better both individually and in cross-functional teams to improve access and to drive results based upon well-planned and orchestrated efforts. Participants leave with key account plans that they are ready and eager to implement, using processes and formats they can use on the job.
1-Evaluate the potential of key accounts and develop strategies to realize that potential
2-Identify the decision-making process, understand the roles of the members of the decision-making team, and how to work with and through them to achieve sales objectives
3-Set qualitative and quantitative sales objectives by understanding the critical
4-Develop key account plans for presentation internally and to the decision-making team
Who Should Attend
Sales managers, senior sales personnel and sales staff, medical and scientific liaisons, and others in various functions either directly or indirectly responsible for success in key accounts, especially those that have multiple decision-making processes or require involvement in a contract cycle.