Key Account Management offered by IIM Calcutta
- Public/Government Institute
- Estd. 1961
Key Account Management at IIM Calcutta Overview
Duration | 4 days |
Total fee | ₹1.00 Lakh |
Mode of learning | Online |
Schedule type | Self paced |
Difficulty level | Intermediate |
Credential | Certificate |
Key Account Management at IIM Calcutta Highlights
- CEMS Alliance
- Only Management Institute in India with triple accreditations by AACSB, AMBA and EQUIS.
- Rank 23rd globally
Key Account Management at IIM Calcutta Course details
- Practicing key account managers seeking to ensure they manage key relationships appropriately and profitably.
- Senior sales people and major account managers aiming to develop their planning and customer management skills.
- Procurement managers who would like a different perspective on supplier relationship management and collaborative business?to?business relationships.
- Understanding and appreciate customer-centricity and its role in higher profitability
- Understanding buyer-seller relationships, networks, and alliances.
- Develop a clear understanding of the goals of KAM as a principle and how it can contribute to the overall strategy of the firm to face future challenges.
- Customer classification and value-based management of customers.
- To learn how to navigate the evolution of key/strategic account partnerships.
- Frameworks for effective management of key/strategic account partnerships.
- Creating and Capturing value for and from the key account relationships.
- Gain a deep understanding of the total process of key account management.
- Assessing Performance of Key Accounts.
- Key Account Management (KAM) Programme provides frameworks to understand buyer-seller relationships and managing Key Account Management (KAM) in business markets. It will show how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts. At the end of the programme, you will have the tools to create a strategic key account plan for a specific customer.
Key Account Management at IIM Calcutta Curriculum
Developing Customer Centric Organizations
Customer Relationship Management (Introduction to Best practices)
Key Account Management key principles
Identifying key accounts
Developing a deep understanding of the customer
Developing customer?focused value propositions
Commercial strategies for Key Accounts
Managing the internal and external teams for KAM
Prioritizing, managing and growing key accounts
Conflict Management and Negotiating for higher value
The strategic role of the Key Account Manager
Other courses offered by IIM Calcutta
Key Account Management at IIM Calcutta Frequently Asked Questions
Q: Can I get direct admission at IIM Calcutta?
No, IIM Calcutta admission to most of the courses is entrance-based. The application process of IIM Calcutta for PG courses takes place via CAT. Therefore, candidates need to visit the official website of CAT to get admission. The institute will further shortlist the candidates based on the CAT score and send emails to shortlisted candidates. Moreover, for the Executive MBA course, GMAT score is accepted and for DPM, candidates without CAT score can apply with GMAT/GRE/GATE/UGC-JRF or another accepted exam score. Read more on IIM Kolkata amission.
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Q: What is the CAT score required for IIM Calcutta?
The table given below mentions IIM Calcutta sectional and overall cutoff 2024 across all sections and categories:
| Category | Section - 1 (VARC) | Section – II (DILR) | Section – III (QA) | Overall Percentile |
|---|---|---|---|---|
| OPEN | ≥80 | ≥80 | ≥75 | ≥85 |
| EWS | ≥70 | ≥65 | ≥65 | ≥75 |
| NC-OBC | ≥70 | ≥65 | ≥65 | ≥75 |
| SC | ≥65 | ≥60 | ≥60 | ≥70 |
| ST | ≥55 | ≥55 | ≥55 | ≥65 |
| PwD | ≥45 | ≥45 | ≥45 | ≥55 |
Upvote Q: What is the fee for IIM Calcutta certificate courses?
The total course fee includes various components such as tuition fee, security deposit, additional taxes, etc. IIM Calcutta certificate courses fee (of duration six months to one year) range from INR 2.6 lakh to INR 13.1 lakh. It must be noted that this fee is as per the official website/sanctioning body. It is subject to changes and hence, is indicative.
Upvote Q: Is there any entrance test for admission to IIM Calcutta certificate courses?
As per an unofficial source, admission to the certificate programmes is subject to fulfilment of the eligibility criteria. Aspirants can reach out to the IIM Calcutta admission office to get information related to the admission procedure. Moreover, some certificate courses are available in online mode, hence, details about those courses are available on the platform through which it is offered.
Upvote Q: Does IIM Calcutta offer scholarships?
Yes, Indian Institute of Management, Calcutta offers various scholarships to students as financial assistance. IIM Calcutta scholarships 2024 are sponsored by multiple companies, such as Ratan Tata Trust and the Aditya Birla Group. There is T. Thomas Scholarship which is sponsored by HUL and the college also awards OP Jindal Engineering & Management Scholarships. These scholarships are largelly offered to deserving students on the basis of merit and various other criteria set by the sponsors.
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Key Account Management at IIM Calcutta Contact Information
IIM Calcutta
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Kolkata ( West Bengal)
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