You can expect the following key learning from this program:

  • How does one monitor the sales dashboard in KAM?
  • What and how do MIS help in tracking key accounts?
  • When accounts are handed over from one KAM to another, what is the MIS that is exchanged?
  • MIS often leads to more sales. Does this hold true for KAM? How?
  • How do we ensure that MIS is being maintained in KAM?
  • Give specific examples where use of technology is made to leverage MIS in a KAM?
  • What is the relationship between MIS and Reference Selling in Key Account Management?

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