Key Accounts Management: Strengthening the Core Business Proposal
March 19, 2020 - March 21, 2020
Thursday - Saturday
8:30 am - 4:30 pm
Room 302, Ateneo Graduate School of Business - Rockwell Campus,
20 Rockwell Drive, Rockwell Center, Makati City, 1200 Philippines
Early Eagle Rate:
March 05, 2020
In a given geographical or trade segment, there are always those select few customers who are critical in a company’s business as they invaluably contribute to its overall well-being. As such they should be aptly called “key accounts” and are therefore wanting of customized attention by the company’s sales organization.
It is for this reason that Key Accounts Management is designed to validate one’s understanding of who and what these accounts really are, and thus enable one to effectively attend to these accounts so that they can always contribute to the company’s well-being.
Further, Key Accounts Management also aims to equip one with the skills and tools to help key accounts increase their business, again with the company benefiting from this.
Who should attend
Ideally, those dealing with retailers and/or actively involved in selling to buyers:
- Territory salespersons with pre-booking accounts
- Key Accounts Salespersons/Managers
- Sales Supervisors handling key accounts
- Sales managers, from first-level, up
- Non-sales people, for appreciation of key accounts’ Processes
After the course, one will be able to:
- Design/develop a Core Business Proposal on how the key account can increase its business.
- Learn the importance of the key accounts’ wants and needs in the soundness of a core business proposal.
- Use tools for drawing out the wants and needs of the key account.
- Identifying/defining a key account
- Basic Selling Principles: Wants and Needs
- Design/Development of Persuasive Selling Format
- Identifying Strengths, Weaknesses, Opportunities, Threats
- Planning Process
- Development of Goals-Objectives-Strategy-Plans
- Development of BusinessReview/Core Business Proposal
- Ideal Account Team
- Implementing Total Quality: Plan-Do-Check-Act
Mr. Ronald Zialcita
has extensive experience in sales and distribution in the consumer goods industry, and the highlights of which have been on 1) general sales management, 2) sales training and development, and 3) operations management of distributors.
His sales career had been with Procter & Gamble, starting as an ex-truck salesman, and from there he had increasing responsibilities in field sales management covering major wholesalers and the modern trade (key accounts). He further moved on to becoming Sales Training Manager for Philippines/Indonesia, and eventually Thailand.
He progressed through heading the sales organizations of Universal Robina Corporation, Sampoerna International, Sara Lee Philippines, Wella Philippines, and Unisell Corporation.
He has been doing consulting work on sales training and development with companies in the home/personal care, automotive consumables, industrial adhesives, agri-feeds, telco, industrial equipment parts, and apparel industries.
He has a Business Administration degree from Adamson University.