[IE P]
[IE P]
3 International Programs
Key Account Management
Developing Key Account Management Best Practices
Program Overview
In an environment where markets become more competitive, products and services are rapidly commoditizing,
and customers are increasingly savvier and more demanding, the role of the Key Account Manager becomes
more relevant and challenging than ever. In today’s competitive and demanding markets, executives should
gain a deeper understanding of their customer’s needs and therefore, should be able to anticipate potential
competitive responses to their actions, and provide plausible and profitable solutions. This program is designed to
equip account managers with the new tools and techniques to help them successfully manage their key account
relationships.
Key Account Management is an intensive three-day program that will provide its participants with cutting-edge
frameworks, perspectives and techniques to develop and manage value based customer strategies in order to
gain a deeper understanding of the whole process of Key Account Management.
Who the program is designed for
This program has been designed for executives having direct implications in their firms’ marketing and sales
responsibilities. The program will also be of interest to professionals, such as Strategic Directors, Purchasing
Managers, Distribution Managers, Business Development Directors and Senior Consultants, among others.
Duration 3 days Dates November 2009 and April 2010 Location Madrid, Spain
Fee €3,800 Contact Karen.Hobbs@ie.edu
Marketing Strategy in Business Markets
Transforming your Marketing Strategy into Winning Marketing Tactics
Program Overview
In today’s competitive and demanding business-to-business markets, executives responsible for marketing their
firm’s industrial goods and services must successfully anticipate potential competitive responses to their actions,
while defining a marketing strategy that attracts and maintains their most profitable clientele. In a global businessto-business
marketplace, this is the challenging but crucial task at hand.
Marketing Strategy in Business Markets is a challenging three-day program that provides participants with
cutting-edge frameworks, perspectives and techniques to manage their product and service offerings in the nonconsumer
marketplace. The program focuses on the global business-to-business market, meeting the challenges
presented to contemporary marketers across a broad spectrum of industries. By encouraging participants to
anticipate potential competitive responses to their actions, this program will help you develop effective marketing
strategies for the long-term and generate marketing tactics on four levels: markets, customers, segments, and
technology.
Who the program is designed for
Marketing Strategies in Business Markets has been designed for mid- and senior-level managers having direct
implications in their firms’ marketing and sales responsibilities. The program will also be of interest to those
professionals needing an understanding of business marketing, such as Strategic Directors, Purchasing Managers,
Distribution Managers, Business Development Directors and Senior Consultants among others.
Duration 3 days Dates November 2009 and April 2010 Location Madrid, Spain
Fee €3,800 Contact Karen.Hobbs@ie.edu
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