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Key Account Management, 5th Edition by Peter Cheverton

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35

Training and getting further help

Training

Each KAM application circumstance demands its own programme of training, depending on the company’s stage in the KAM journey, the experience of those involved and the nature of the KAM ambition.

Figure 35.1 show a ‘typical’ programme that might suit a business starting more or less from scratch. There are two phases:

Figure 35.1  A ‘typical’ training programme

•  training to support direction and alignment;

•  training to support application.

The first phase opens with a session for the leadership team, and this needs to be a good deal more than a 30-minute session squeezed into a busy board meeting. ...

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