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FMCG Key Account Management Excellence
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8-9 April 2010 / 9-10 August 2010
Two day workshop outline:
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Industry Research Update
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- Current Statistics in FMCG
- Industry Benchmarks
- Customer issues and expectations
- Industry excellence
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Key Account Manager's Role
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- Objectives and Accountabilities
- Competencies and Skills
- Key Performance Indicators
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The Key Account Plan
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- Customer audit
- Multi-level selling
- SWOT analysis
- Devising a winning strategic plan
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Relationship Building
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- Flexible and effective communication
- Internal and external relationships
- Business ethics
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Key Account Management Skills
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- Buyer decision process
- Implementing the account plan
- Negotiation principles
- Creating a WOW factor
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Follow-Up is proven to be a critical success factor of initial workshop investment. We will follow-up with each individual at a “Fitness Check”. This personalised 1on1 training session will be four weeks post-workshop and ensure the skills learned are being demonstrated in the workplace.
Workshop and FItness Check: $2,300.00+GST per person
Workshop Only: $2,000.00+GST per person
Pro-Formance Driven Workshops: Workshops are limited to a maximum of eight FMCG attendees so participants receive one-on-one coaching and active involvement in an optimal learning environment. Each participant will have the opportunity to demonstrate the skills learned with case study presentations that will be critiqued by FMCG industry executives.
Central Location: The workshops will be held in a central Auckland location and includes all materials and refreshments.
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