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Knowing the concept of Key Account Management (KAM) in insurance companies and the different aspects that distinguish between key accounts from large accounts is considered a crucial part in the formulation of the best strategy to manage the accounts professionally. This course in Key Account Management (KAM) in insurance companies is ideal for any candidates looking to enhance their technical knowledge to develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty. The topics discussed include; distinguishing key accounts from large accounts, client's business environment, Account Based Marketing (ABM), and the requirements & duties of Key Accounts Management (KAM) from other functions.
Knowing the concept of Key Account Management (KAM) in insurance companies and the different aspects that distinguish between key accounts from large accounts is considered a crucial part in the formulation of the best strategy to manage the accounts professionally. This course in Key Account Management (KAM) in insurance companies is ideal for any candidates looking to enhance their technical knowledge to develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty. The topics discussed include; distinguishing key accounts from large accounts, client's business environment, Account Based Marketing (ABM), and the requirements & duties of Key Accounts Management (KAM) from other functions.
Insurance
Collection and Recovery
Customer Care +2
Collection and Recovery
Customer Care
Marketing
Sales and Distribution / Intermediaries
Sales and Marketing
Not Exist
Lecture
Case Studies +2
Lecture
Case Studies
Brainstroming
Practical Implementation
Pre Exam
Post Exam
Purchase Program
( 0)Available
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In Class Training-Online Training
Explaining Key Account Strategy
Developing a Key Account Management (KAM) Strategy
Explain why we make a KAM strategy
How do we execute a Key Account Management (KAM) strategy?
Mistakes and pitfalls to avoid in making KAM strategy
In Class Training-Online Training
Distinguishing between Key accounts vs. large accounts
How many Key Accounts should we have?
Classifying our Accounts Process
Classifying our Accounts Exercise
Account Segmentation
Understanding the Customer’s Decision-making Process
Understand What Drives the Customer (internal factors)
Understanding the Macro-environment and How It Affects Each Customer
How to Be Persuasive
In Class Training-Online Training
The Competencies and Characteristics of Great Key Account Managers
The Skills Required to Manage Key and Global Accounts
Recruiting Great Key Account Managers
Personality Types of Great Key Account Managers
Coaching and Mentoring Key Account Managers
Communication and Persuasion Skills for Key Accounts
Consultative Selling Skills
In Class Training-Online Training
Building Trust is very crucial, but HOW
Using Social Media in Each Segment
Resourcing for Key Account Management (KAM)
Account Objective Setting
Putting Your Key Account Management (KAM) Plan Together
Monitoring and evaluation of KAM strategy
Understand the concept of key accounts in insurance and the different factors that make them, and thus formulating the best strategy to manage them.
Identify new key accounts (profitability, growth, business mix vs. underwriting policy, and prospective business) in order to ensure that the account in hand is a key account.
Implement the total process of key account management by classifying all customers according to a proven, qualitative approach and develop strategies and appropriate tactics to meet their needs accordingly and increase their satisfaction.
Understand how to Focus resources, time and attention effectively in the development of key accounts.
Demonstrate the ability and confidence in managing key accounts by showing how to develop an Account pipeline for future growth in your portfolio.
Showcase how to communicate more effectively with key customers in order to develop long-term mutually beneficial relationships.
