In today’s highly competitive markets, increasing numbers of companies realise that building strong relationships with key accounts is crucial to success. However, most company executives lack an understanding of how to make a key account strategy work. In this programme we will discuss the many issues involved in making your company more competitive and positioning you to deliver high value through management of your key accounts. We will discuss how the organisation and support system you set up in your company make a critical difference, along with the critical skill in sales to make it work. 


This programme is designed to teach participants how to make their key account strategy work. It will help to increase the competitiveness of the company’s organization and systems, as well as increase the abilities of relevant personnel to deliver the desired results.


This programme is intended for sales managers and directors, marketing managers, national and regional sales managers, business development managers, product managers and managers in other areas who would benefit from the programme.


The programme will teach participants how to:

  •     Design a successful key account programme
  •     Identify customers who are the best key account prospects
  •     Forge strong relationships among key senior executives
  •     Create influential alliances through internal cooperation
  •     Sell through complex purchasing structures
  •     Position the company to compete strategically
  •     Seek out and capitalise on new opportunities
  •     Anticipate future needs of key accounts 

Date: June 9 - June 11, 2017
Venue: Shanghai

English with sequential Chinese interpretation
Programme Fee: RMB 29,800

  •     1,000-Yuan Discount in Programme Tuition for Online Applicants
  •     Programme Fee includes tuition, case licensing fees, lunches, stationery, other course materials, interpretation and translation fees if required.

The full fee must be paid within two weeks upon receipt of the payment notice. Applications made within 30 days of the start of a programme require immediate payment. Any successful applicant for programmes offered by CEIBS Executive Education Department via the official website will be entitled to a 1,000-yuan discount per programme. CEIBS reserves the right to amend information on this programme including price, discount, date, location, faculty, daily schedule and other details.