{"id":352,"date":"2024-01-04T18:19:47","date_gmt":"2024-01-04T18:19:47","guid":{"rendered":"https:\/\/seomenta.com\/lms\/course\/certified-key-account-manager-ckam\/"},"modified":"2025-11-22T18:19:58","modified_gmt":"2025-11-22T18:19:58","slug":"certified-key-account-manager-ckam","status":"publish","type":"course","link":"https:\/\/bepacedu.com\/eduzone\/course\/certified-key-account-manager-ckam\/","title":{"rendered":"Certified Key Account Manager\/CKAM"},"content":{"rendered":"<div class=\"vibe_editor_rich_text\">\n<p style=\"\"><strong>Learning objectives:&nbsp;<\/strong><\/p>\n<p style=\"\"><\/p>\n<p style=\"\">After participating in this workshop you should be able to :<\/p>\n<p style=\"\">&#8211; Define the importance of Key account manager in pharmaceutical companies<\/p>\n<p style=\"\">&#8211; Analyze your accounts to determine key accounts .&nbsp;<\/p>\n<p style=\"\">&#8211; Build good relation with key accounts &nbsp;<\/p>\n<p style=\"\">&#8211; Formulate a distinctive strategy for each account&nbsp;<\/p>\n<p style=\"\">&#8211; Measure your success in account relationship building Formulate key account plan&nbsp;<\/p>\n<p style=\"\"><\/p>\n<p style=\"\"><strong>Program contents:<\/strong><\/p>\n<p style=\"\"><\/p>\n<p style=\"\"><strong>1: <\/strong>KAM Principles &amp; Process<\/p>\n<p style=\"\"><strong>2 : <\/strong>Account analysis<\/p>\n<p style=\"\"><strong>3 : <\/strong>Account relationship building<\/p>\n<p style=\"\"><strong>4: <\/strong>Creating value<\/p>\n<p style=\"\"><strong>5: <\/strong>Measuring the success<\/p>\n<p style=\"\"><strong>6: <\/strong>Negotiation for KAM<\/p>\n<p style=\"\"><strong>7: <\/strong>Leadership for KAM<\/p>\n<p style=\"\"><strong>8: <\/strong>KAM &amp; Market access<\/p>\n<p style=\"\"><strong>9 <\/strong>: Key Account plan<\/p>\n<p style=\"\"><strong>10: <\/strong>Strategic planning<\/p>\n<p style=\"\"><strong>11<\/strong>: Sales analysis<\/p>\n<p style=\"\"><strong>12: <\/strong>Sales forecasting<\/p>\n<p style=\"\"><\/p>\n<h4 style=\"\"><strong>Duration:<\/strong><\/h4>\n<h4 style=\"\"><\/h4>\n<ul>\n<li style=\"\">Classes are conducted once weekly for 12 weeks.<\/li>\n<li style=\"\">Each lecture runs for four hours.<\/li>\n<\/ul>\n<p style=\"\"><\/p>\n<h4 style=\"\"><strong>Certification:<\/strong><\/h4>\n<h4 style=\"\"><\/h4>\n<ul>\n<li style=\"\"><a>C<\/a>ertified Key Account Manager (CKAM)&nbsp;is endorsed program by&nbsp;<a><strong>ISM \/UK (Institute of Sales Management)<\/strong><\/a><\/li>\n<\/ul>\n<p style=\"\"><\/p>\n<p style=\"\"><\/p>\n<p style=\"\"><\/p>\n<p style=\"\"><\/p>\n<p style=\"\"><\/p>\n<\/div>\n<div class=\"vibe_editor_rich_text\">\n<p style=\"\"><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Today pharmaceutical market is highly driven by multiple stakeholders influencing physicians prescriptions. The Growth in institutional segment faster than private one<br \/>\nThere are three types of B2B businesses (accounts) which require different approaches in the pharmaceutical industry.<br \/>\n1. Hospitals, hospital chains<br \/>\n2. Pharmacy chains and wholesalers<br \/>\n3. Key strategic authorities, payers<\/p>\n<p>\u0634\u0647\u0627\u062f\u0629 \u0627\u062d\u062a\u0631\u0627\u0641\u064a\u0629 48 \u0633\u0627\u0639\u0629 \u0644\u062a\u0623\u0647\u064a\u0644 \u0645\u062f\u064a\u0631\u064a \u0643\u0628\u0627\u0631 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0628\u0634\u0631\u0643\u0627\u062a \u0627\u0644\u0623\u062f\u0648\u064a\u0629<br \/>\n Key Account Manager<br \/>\n\u0645\u0646 \u062e\u0644\u0627\u0644 \u0641\u0647\u0645 :<br \/>\n\u0637\u0628\u064a\u0639\u0629 \u0623\u062f\u0627\u0631\u0629 \u0643\u0628\u0627\u0631 \u0627\u0644\u0639\u0645\u0644\u0627\u0621<br \/>\nKey Account Management<br \/>\n\u0627\u0644\u062a\u0639\u0627\u0645\u0644 \u0645\u0639 \u0643\u0628\u0627\u0631 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0645\u062b\u0644 \u0627\u0644\u0645\u0633\u062a\u0634\u0641\u064a\u0627\u062a (\u0627\u0644\u062d\u0643\u0648\u0645\u064a\u0629 \u0648\u0627\u0644\u062e\u0627\u0635\u0629 ) \u0648\u0633\u0644\u0627\u0633\u0644 \u0627\u0644\u0635\u064a\u062f\u0644\u064a\u0627\u062a \u0648\u0627\u0644\u0645\u0648\u0632\u0639\u064a\u0646 \u0648\u0634\u0631\u0643\u0627\u062a \u0627\u0644\u062a\u0627\u0645\u064a\u0646 \u0648\u0648\u0632\u0627\u0631\u0629 \u0627\u0644\u0635\u062d\u0629<br \/>\n\u0643\u064a\u0641\u064a\u0629 \u062a\u0635\u0646\u064a\u0641 \u0643\u0628\u0627\u0631 \u0627\u0644\u0639\u0645\u0644\u0627\u0621<br \/>\n\u0643\u064a\u0641\u064a\u0629 \u0628\u0646\u0627\u0621 \u0639\u0644\u0627\u0642\u0629 \u0645\u0639 \u0643\u0628\u0627\u0631 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0648\u0623\u0635\u062d\u0627\u0628 \u0627\u0644\u0642\u0631\u0627\u0631<br \/>\n\u0643\u064a\u0641\u064a\u0629 \u0623\u0636\u0627\u0641\u0629 \u0627\u0644\u0642\u064a\u0645\u0629 \u0627\u0644\u0643\u0628\u0627\u0631 \u0627\u0644\u0639\u0645\u0644\u0627\u0621<br \/>\n\u062a\u0642\u064a\u064a\u0645 \u0643\u0628\u0627\u0631 \u0627\u0644\u0639\u0645\u0644\u0627\u0621<br \/>\n\u0645\u0647\u0627\u0631\u0627\u062a \u0627\u0644\u0642\u064a\u0627\u062f\u0629 \u0648\u0627\u0644\u062a\u0641\u0627\u0648\u0636 \u0645\u0639 \u0643\u0628\u0627\u0621 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 <\/p>\n","protected":false},"author":1,"featured_media":1359,"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":[141],"class_list":["post-352","course","type-course","status-publish","has-post-thumbnail","hentry","course-cat-professional-certificates"],"featured_image_urls":{},"_links":{"self":[{"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/course\/352","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=352"}],"version-history":[{"count":31,"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/course\/352\/revisions"}],"predecessor-version":[{"id":1924,"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/course\/352\/revisions\/1924"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/media\/1359"}],"wp:attachment":[{"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/media?parent=352"}],"wp:term":[{"taxonomy":"course-cat","embeddable":true,"href":"https:\/\/bepacedu.com\/eduzone\/wp-json\/wp\/v2\/course-cat?post=352"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}