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Key Accounts Management

By: I-Skill Limited  

Lagos State, Nigeria

09 - 11 Jun, 2015  3 days

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At the end of the programme, participants will be able to:

  • How to evaluate the fundamental attributes of a key account
  • Assign a tangible value to any account
  • Define clear roles and responsibilities of key account managers
  • Evaluate a client business environmental analysis
  • Assess client organizational culture and its fit with your organization
  • Research client’s financial performance and future business objectives
  • Create a client SWOT analysis
  • Develop a Competitor Matrix
  • Pareto analysis of accounts
  • Create a contact matrix and ensure all team members are aware of their roles and responsibilities.
  • Motivational theory and its relevance to maintaining good client relationships
  • Understand buyer motivation and how you can influence it
  • How to effectively network the account
  • Maintain team focus ensuring account objectives and key tasks are met
  • Recognize where influence and authority lies and its impact on account activity
  • Learn how to build a ring of steel around your client and stop your competitors in dead their tracks
  • Understand the importance of product development within a key account
  • Use account planning tools to build a robust and implementable ten point client plan
Ikoyi, Lagos Jun 09 - 11 Jun, 2015
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