International Key Account Management

Tapping the profit potential of your top clients

A growing number of production and service companies deal with businesses that engage in internationally oriented trade and expansion. Yet their marketing and sales strategies are often still geared solely toward their national market.

Developing a professional international key account management optimises your long-term relationship with your crucial international clients.

Goal

In this course you will learn how to strategically focus on the international expansion challenge of your clients and how to systematically develop client potential and relationship management. You will learn to sucessfully implement field-tested instruments and methods.

Contents

• Overview of international key account management potential
• Identification and profiles of your key international accounts
• Planning and developing a winning international key account strategy
• Relationship and interface management
• International pricing
• Cultural differences
• International negotiation and management skills

Method

• Trainer input
• Transfer to own work situation
• Practical exercises
• Knock-out criteria
• Moderated discussion
• Positive presentation
• Best practice: Company Example