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Overview
What you will learn
By the end of this Key Account Management course offered by University of Sydney , you should be able to:
- accurately categorise and prioritise your accounts by assessing overall spend (historical and future potential) and the effort required to manage the account
- proactively initiate sales conversations with your existing accounts (rather than just react)
- ask the right questions and identify each accounts’ short and long-term business plans and goals
- plan with your accounts by working with their short and long-term business goals and aligning this to what you can deliver
- create and maintain long-term partnerships by: effectively communicating your value proposition and scheduling recurring one-on-one meetings with your customers (so that you’re aware of any challenges and are well-placed to help)
- apply the 80/20 principle to your accounts. 80% of your business comes from 20% of your accounts. You should be able to identify the 20% so you can manage the account accordingly
- ask for referrals to new clients from your existing accounts. Your existing accounts can make the introductions, or let you know of opportunities in the market for potential business.
Programme Structure
The program focuses on:
- Categorise your accounts
- Initiate conversations with customers
- Align to your customers' needs and time frames
- Asking for referrals
- Long-term partnerships
Key information
Duration
- Full-time
- 1 days
- Part-time
- 1 days
Start dates & application deadlines
- StartingApply anytime.
- StartingApply anytime.
Language
English
Delivered
On Campus, Online
Disciplines
IT ManagementAcademic requirements
We are not aware of any specific GRE, GMAT or GPA grading score requirements for this programme.
English requirements
We are not aware of any English requirements for this programme.
Student insurance
Make sure to cover your health, travel, and stay while studying abroad. Even global coverages can miss important items, so make sure your student insurance ticks all the following:
- Additional medical costs (i.e. dental)
- Repatriation, if something happens to you or your family
- Liability
- Home contents and baggage
- Accidents
- Legal aid
We partnered with Aon to provide you with the best affordable student insurance, for a carefree experience away from home.
Get your student insurance nowStarting from €0.53/day, free cancellation any time.
Remember, countries and universities may have specific insurance requirements. To learn more about how student insurance work at University of Sydney and/or in Australia, please visit Student Insurance Portal.
Other requirements
General requirements
- CRICOS Number: 0026A
- Anyone in sales looking to boost their key account management techniques.
Work experience
- A minimum of 3 to 6 months sales experience.
Tuition Fee
To always see correct tuition fees
-
International
700 AUD/fullTuition FeeBased on the tuition of 700 AUD for the full programme during 1 days. -
National
700 AUD/fullTuition FeeBased on the tuition of 700 AUD for the full programme during 1 days.
- Face-to-face: $700.00
- Online: $650.00
Living costs for Sydney
1882 - 3547 AUD /month
Living costs
The living costs include the total expenses per month, covering accommodation, public transportation, utilities (electricity, internet), books and groceries.
Funding
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