Int. Key Account Management

PROGRAM OBJECTIVE:

Understand how International Key Accounts (and the evolving modern Russian Supermarket chains) operate and negotiate. Learn to deal with their increasing requests and demands.

TARGET GROUP:

• Everybody who negotiate and strikes deals with International Key Accounts (and the evolving modern Russian Supermarket chains)

TOPICS COVERED:

• Account Knowledge: account structure, responsibilities, economics
• Product Range: categories, private labels, product range review
• Merchandising: standards, category management, space management
• Promotions: role and types of promotions
• Service: Customer service, exceeding expectations, service opportunities
• Planning: planning flow, channel and account plan
• Customer Communication: account penetration, forms of typical meetings
• Performance Measurement: Key Performance Indicators (KPIs)

DURATION:

3 days.

REMARK:

This workshop is ideally to be complimented with:
1 - 2 days Selling Skills refresher to improve identification of Customer needs
1 day Finance Basics to better control financial implications of deals
3 days Negotiating Skills to "move" from "understanding" to "doing"