{"id":1292,"date":"2024-07-08T12:27:01","date_gmt":"2024-07-08T12:27:01","guid":{"rendered":"https:\/\/bepacedu.com\/eduzone\/?post_type=course&#038;p=1292"},"modified":"2025-10-11T19:59:33","modified_gmt":"2025-10-11T19:59:33","slug":"key-account-management","status":"publish","type":"course","link":"https:\/\/bepacedu.com\/eduzone\/course\/key-account-management\/","title":{"rendered":"Key Account Management"},"content":{"rendered":"<div class=\"vibe_editor_rich_text\">\n<p><strong>Learning objectives:<\/strong><\/p>\n<p><em>After participating in this workshop you should be able to :<\/em><\/p>\n<p>\u2022 Define the importance of Key account manager in pharmaceutical companies<\/p>\n<p>\u2022 Analyze your accounts to determine key accounts .<\/p>\n<p>\u2022 Build good relation with key accounts<\/p>\n<p>\u2022 Formulate a distinctive strategy for each account<\/p>\n<p>\u2022 Measure your success in account relationship building<\/p>\n<p>\u2022 Formulate key account plan<\/p>\n<p>&nbsp;<\/p>\n<p><strong>Program contents:\u00a0<\/strong><\/p>\n<p><strong>1: <\/strong>KAM Principles &amp; Process<\/p>\n<p><strong>2 : <\/strong>Account analysis<\/p>\n<p><strong>3 : <\/strong>Account relationship building<\/p>\n<p><strong>4: <\/strong>Creating value<\/p>\n<p><strong>5: <\/strong>Measuring the success<\/p>\n<p><strong>6: <\/strong>KAM &amp; Market access<\/p>\n<p><strong>7 <\/strong>: Key Account plan<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Pharma companies are already losing out on opportunities to create value through partnerships with health care systems and the broader community of health care stakeholders, largely because such relationships require cross-functional capabilities.<\/p>\n<p>The best sales-line managers and sales representatives don\u2019t necessarily make the best KAMs.<br \/>\nUnfortunately, many pharma companies still struggle to recruit and promote people who have the skill sets that key account management requires. So far, few organizations have embedded the development of those skills in their hiring, training, and promotion processes.<\/p>\n","protected":false},"author":1,"featured_media":1667,"parent":0,"menu_order":0,"comment_status":"open","ping_status":"closed","template":"","meta":{"_bbp_topic_count":0,"_bbp_reply_count":0,"_bbp_total_topic_count":0,"_bbp_total_reply_count":0,"_bbp_voice_count":0,"_bbp_anonymous_reply_count":0,"_bbp_topic_count_hidden":0,"_bbp_reply_count_hidden":0,"_bbp_forum_subforum_count":0,"om_disable_all_campaigns":false,"_vibebp_attr":"","_vibebp_dimensions":"","_vibebp_responsive_height":"","_vibebp_accordion_ie_support":"","footnotes":""},"course-cat":[142],"class_list":["post-1292","course","type-course","status-publish","has-post-thumbnail","hentry","course-cat-online-programs"],"featured_image_urls":{},"_links":{"self":[{"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/course\/1292","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/course"}],"about":[{"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/types\/course"}],"author":[{"embeddable":true,"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/comments?post=1292"}],"version-history":[{"count":3,"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/course\/1292\/revisions"}],"predecessor-version":[{"id":1897,"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/course\/1292\/revisions\/1897"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/media\/1667"}],"wp:attachment":[{"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/media?parent=1292"}],"wp:term":[{"taxonomy":"course-cat","embeddable":true,"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/course-cat?post=1292"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}