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Achieving Sales Excellence with Key Account Management

Accredited By CPD | High-quality Materials | Video Lessons | Lifetime Access | 24/7 Tutor Support

NextGen Learning


£15 inc VAT
Study method
5 hours · Self-paced
Access to content
Lifetime access
No formal qualification
10 CPD hours / points
Additional info
  • Exam(s) / assessment(s) is included in price
  • Tutor is available to students

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🡆 Are you struggling to keep your most important clients satisfied?

🡆 Do you find it challenging to manage the complexities of large accounts?

If you answered yes to either of these questions, then our Key Account Management course is perfect for you. Through this course, you will gain the knowledge and skills required to effectively manage your key accounts and develop long-lasting relationships with your most valuable customers.

Learning Outcomes:

  • Understand the purpose of key account management
  • Learn how to effectively manage key accounts
  • Develop strategies for building and delivering value to key accounts
  • Develop key relationships with customers
  • Create a successful key account plan
  • Improve record-keeping practices for key accounts


10 CPD hours / points
Accredited by CPD Quality Standards

Course media


Course Curriculum:

Module 01: Introduction to Key Account Management

In this module, you will learn about the basics of key account management, including its definition and purpose.

Module 02: Purpose of Key Account Management

This module covers the purpose and objectives of key account management, including its impact on the overall business strategy.

Module 03: Understanding Key Accounts

In this module, you will learn about the characteristics of key accounts and how to identify them. You will also learn about the differences between transactional and strategic accounts.

Module 04: Elements of Key Account Management

This module covers the key elements of effective key account management, including account segmentation, customer needs analysis, and value proposition development.

Module 05: What Makes a Good Key Account Manager

In this module, you will learn about the key traits and skills required to be a successful key account manager, including relationship building, strategic thinking, and communication skills.

Module 06: Building and Delivering Value to Key Accounts

This module covers the process of building and delivering value to key accounts, including customer value creation, competitive advantage, and value communication.

Module 07: Key Account Planning

In this module, you will learn about the process of key account planning, including account analysis, account planning, and account performance evaluation.

Module 08: Business Customer Marketing and Development

This module covers the concept of business customer marketing and development, including key account marketing strategies and tactics, and relationship management.

Module 09: Developing Key Relationships

In this module, you will learn about the importance of building and maintaining relationships with key stakeholders, including customers, suppliers, and partners.

Module 10: The Importance of Record Keeping for Key Account Management

This module covers the importance of record keeping for key account management, including data collection and analysis, metrics, and reporting.

Module 11: Internal KAM Aspects

In this module, you will learn about the internal aspects of key account management, including cross-functional collaboration, team building, and leadership.

Module 12: The Value Proposition

This module covers the development of a value proposition for key accounts, including value proposition design, testing, and refinement.


Upon completion of the course, learners can obtain a certificate as proof of their achievement. You can receive a £4.99 PDF Certificate sent via email, a £9.99 Printed Hardcopy Certificate for delivery in the UK, or a £19.99 Printed Hardcopy Certificate for international delivery. Each option depends on individual preferences and locations.

Who is this course for?

  • Sales person looking to increase their revenue from strategic accounts
  • Account managers seeking to improve their account management skills
  • Business development managers looking to develop and execute effective account strategies
  • Executives interested in building stronger customer relationships and driving business growth through key accounts

Career path

  • Key Account Manager: £40,000-£60,000 per year
  • Business Development Manager: £35,000-£55,000 per year
  • Sales Director: £70,000-£100,000 per year
  • Customer Success Manager: £30,000-£45,000 per year

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What does study method mean?

Study method describes the format in which the course will be delivered. At Reed Courses, courses are delivered in a number of ways, including online courses, where the course content can be accessed online remotely, and classroom courses, where courses are delivered in person at a classroom venue.

What are CPD hours/points?

CPD stands for Continuing Professional Development. If you work in certain professions or for certain companies, your employer may require you to complete a number of CPD hours or points, per year. You can find a range of CPD courses on Reed Courses, many of which can be completed online.

What is a ‘regulated qualification’?

A regulated qualification is delivered by a learning institution which is regulated by a government body. In England, the government body which regulates courses is Ofqual. Ofqual regulated qualifications sit on the Regulated Qualifications Framework (RQF), which can help students understand how different qualifications in different fields compare to each other. The framework also helps students to understand what qualifications they need to progress towards a higher learning goal, such as a university degree or equivalent higher education award.

What is an ‘endorsed’ course?

An endorsed course is a skills based course which has been checked over and approved by an independent awarding body. Endorsed courses are not regulated so do not result in a qualification - however, the student can usually purchase a certificate showing the awarding body’s logo if they wish. Certain awarding bodies - such as Quality Licence Scheme and TQUK - have developed endorsement schemes as a way to help students select the best skills based courses for them.