Course in Key Account Management in Europe

See Course Studies in Key Account Management in Europe 2017

Key Account Management

Courses are academic classes taught by qualified instructors that are intended to enhance participant’s knowledge of a given area or training in a particular discipline. Courses vary broadly in terms of length, size, content and duration.

Europe is the sixth largest continent and includes 47 countries and assorted dependencies, islands and territories. It is bordered by the Mediterranean Sea to the south, Asia to the east, and the Atlantic Ocean to the West.

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Intermediate Buying

Fashion Retail Academy (FRA)
Campus Full time 2 days May 2017 United Kingdom London

This 2 day course provides a more in-depth study of the practical realities of buying in the fashion retail business. [+]

Course Studies in Key Account Management in Europe 2017. This 2 day course provides a more in-depth study of the practical realities of buying in the fashion retail business. The components of successful Buying functions are explored and specific areas examined. If you are looking to develop or progress your career in buying then this course is ideal for you. To undertake the course you should have successfully completed the Introduction to Buying course or have relevant experience in head office environment in an administrative role (MAA or BAA). The course will include: Customer profiling Buying opportunities Analysing trends Fashion forecasting Product selection Sourcing Omni - channel retail and the future of Buying The Intermediate Buying course provides a more in-depth study of the practical realities of buying in the fashion retail industry. This course explores the integrated nature of buying roles using interactive computer based examples throughout the course. Buying: Customer Profiling - An examination of customer profiling techniques practiced within the retail industry. Related marketing tools and theories are discussed, including market segmentation and brand constellation theory Identification of Buying Opportunities - Fashion brand collaborations, strategic alliances and new product ventures are explored as examples of how a retail business can capitalise on opportunities to increase market share, customer loyalty and competitiveness Fashion Forecasting and Trend Interpretation - An analysis of the way trends begin, including the role of trend forecasting agencies and the media. Trend sources and inspiration are examined, with a look at the life cycle of a fashion trend Product Selection & Brand Mix - An overview of key consideration involved in sourcing new brands, including; corporate strategy, sales analysis, brand positioning and creating a differential advantage. Covers market research, brand portfolio analysis and working with OTB In-Season Trading - In-season strategies to exploit selling opportunities, whilst minimising threats to the business. Includes analysis of sales reports and KPI's, resulting in discussion about strategy formation and implementation. Highlights how interlinked the role of the buyer and merchandiser is in today's retail environment Product Development - Highlights important issues in the creation, development and management of the fashion retailer own brand. Examines the key functions involved in product development and gives and overview of the buying cycle; including buying trips, budgets, range planning and sign-off meetings Sourcing - Considerations involved in sourcing decisions; includes discussion of overseas sourcing, incoterms, and foreign payment terms. Supply chain management, and the sample development process are also covered Negotiation - An opportunity to discuss and practice one of the most important skills in buying. Areas of discussion include: researching the needs of both parties, preparation, making an offer, counter and revised offers and agreeing and committing The Future of Fashion Buying - A look at the changing nature of retail, including: international expansion, e-commerce and omni-channel retailing. Highlights the importance of keeping up-to-date with current issues and how market trends impact buying decisions Suitable for: BAA level staff or those with relevant retail experience. This course is also suitable for those who have completed the Introduction to Buying Intensive course. Pre-course prep Before the course begins it is preferable to have started your research into the UK retail market, by comparing the different retail locations and shopping areas of London. Specifically examine different types of stores, customers, prices, areas and merchandise, to give you initial insight into different retail environments. Locations should include: Oxford Street W1 - Flagship stores e.g. Gap, Topshop Department stores e.g. Selfridges, House of Fraser Bond Street/ Bruton Street W1 - High end fashion stores e.g Louis Vuitton, Stella McCartney, Marc Jacobs Westfield Centre - (White City or Stratford) Please Bring: Pen and notebook Calculator USB Duration 2 Days: Buying 10.00am - 4.30pm (including lunch break) [-]

Intermediate Buying and Merchandising

Fashion Retail Academy (FRA)
Campus Full time 5 days May 2017 United Kingdom London

This 5 day course provides a more in-depth study of the practical realities of Buying and Merchandising in the fashion retail business. The components of successful Buying and Merchandising functions are explored and specific areas examined. If you are looking to develop or progress your career in buying or merchandising then this course is ideal for you. [+]

This 5 day course provides a more in-depth study of the practical realities of Buying and Merchandising in the fashion retail business. The components of successful Buying and Merchandising functions are explored and specific areas examined. If you are looking to develop or progress your career in buying or merchandising then this course is ideal for you. To undertake the course you should have successfully completed the Introduction to Buying and Merchandising course or have relevant experience in head office environment in an administrative role (MAA or BAA). Experience of working with EXCEL is essential as the course includes working with mathematical formulae and calculations. The Intermediate Buying and Merchandising course provides a more in-depth study of the practical realities of buying and merchandising in the fashion retail industry. This course explores the integrated nature of buying and merchandising roles using interactive computer based examples throughout the course. Merchandising: Sales budgeting - 'Top down' and 'bottom up' planning is explained, along with the concept of sales densities. This section examines why a sales budget is needed, who is involved, how retailers forecast and which factors must be considered Margin & Profitability - Sales and gross margin profitability theory, calculating a selling price, margin principles, mark up's, hidden costs and margin improvement Costing - The elements of product cost, the supplier's cost and cost sheets Range Planning - Key areas of range planning: strategy, analysis and implementation. Product hierarchy, store grading, option planning and forecasting are examined in detail. Receiving at a warehouse, initial allocation, reconciliation of sales, stock and space, stock and sales reporting, replenishment algorithms, markdowns and WSSI reporting Supply Chain, Calendars & The Critical Path - Supplier selection: an exploration of different types of suppliers, regional specialisms and skill sets, lead times, seasonal calendars and critical path formation OTB - The meaning of OTB is explained, along with how it is calculated. Includes an explanation of the concept of 'weeks of stock cover' WSSI - Discussion on the principles of the WSSI, what it is and who uses it. Includes a WSSI reporting exercise. Intake & Allocation - A look at how stock is received at the warehouse and how initial allocations are determined. Includes a detailed allocation matrix exercise. In-Season Trading - Stock and sales reporting is examined, along with actions taken to remedy adverse or favourable variances between planned and actual stock and sales. Markdowns - Examines planned and forced markdowns, using weighted average margin to calculate a markdown and estimating the effectiveness of a markdown. Buying: Customer Profiling - An examination of customer profiling techniques practiced within the retail industry. Related marketing tools and theories are discussed, including market segmentation and brand constellation theory Identification of Buying Opportunities - Fashion brand collaborations, strategic alliances and new product ventures are explored as examples of how a retail business can capitalise on opportunities to increase market share, customer loyalty and competitiveness Fashion Forecasting and Trend Interpretation - An analysis of the way trends begin, including the role of trend forecasting agencies and the media. Trend sources and inspiration are examined, with a look at the life cycle of a fashion trend Product Selection & Brand Mix - An overview of key consideration involved in sourcing new brands, including; corporate strategy, sales analysis, brand positioning and creating a differential advantage. Covers market research, brand portfolio analysis and working with OTB In-Season Trading - In-season strategies to exploit selling opportunities, whilst minimising threats to the business. Includes analysis of sales reports and KPI's, resulting in discussion about strategy formation and implementation. Highlights how interlinked the role of the buyer and merchandiser is in today's retail environment Product Development - Highlights important issues in the creation, development and management of the fashion retailer own brand. Examines the key functions involved in product development and gives and overview of the buying cycle; including buying trips, budgets, range planning and sign-off meetings Sourcing - Considerations involved in sourcing decisions; includes discussion of overseas sourcing, incoterms, and foreign payment terms. Supply chain management, and the sample development process are also covered Negotiation - An opportunity to discuss and practice one of the most important skills in buying. Areas of discussion include: researching the needs of both parties, preparation, making an offer, counter and revised offers and agreeing and committing The Future of Fashion Buying - A look at the changing nature of retail, including: international expansion, e-commerce and omni-channel retailing. Highlights the importance of keeping up-to-date with current issues and how market trends impact buying decisions Suitable for MAA and BAA level staff or those with relevant retail experience. This course is also suitable for those who have completed the Introduction to Buying and Merchandising Intensive course. Pre-course prep Before the course begins it is preferable to have started your research into the UK retail market, by comparing the different retail locations and shopping areas of London. Specifically examine different types of stores, customers, prices, areas and merchandise, to give you initial insight into different retail environments. Locations should include: Oxford Street W1 - Flagship stores e.g. Gap, Topshop Department stores e.g. Selfridges, House of Fraser Bond Street/ Bruton Street W1 - High end fashion stores e.g Louis Vuitton, Stella McCartney, Marc Jacobs Westfield Centre - (White City or Stratford) Please Bring: Pen and notebook Calculator USB Duration 5 Days: 10.00am - 4.30pm (including lunch break) [-]

Film Business Management, Deal-making, Marketing & Sales

European School of Economics
Campus Full time January 2017 Italy Rome

With all its lights and shadows, the film industry remains one of the strongest sectors worldwide, and it is arguably the most influential. The aim of the course is to equip students with the fundaments of filmmaking and will accomplish a solid foundation upon which you may grow in any direction. Once there, the course will help you choose your area of interest and will provide you with the proper tools to specialize. [+]

Course Studies in Key Account Management in Europe 2017. In terms of raw figures, the film industry is one of the biggest sources of income for the US, and film studies are offered in hundreds of colleges and universities around the world. Our Short Course provides the necessary skills and knowledge to be able to enter the Film Business, along with the benefits of studying in an international environment. All that plus the experience of spending 3 months in the Eternal City. Start living "La dolce vita" now! The Programme comprises 4 modules and 1 workshop. Each module entails one 3-Hrs session per week over 10 weeks, plus an optional 3-month internship programme upon completion of all modules. The modules we are offering are: - The Movie Business: Strategy & Management - Introduction to Accounting & Finance - International Marketing - International Strategic Management - Legal and Film Business Contracts workshop Internship: Available; Students must be considered eligible for taking an internship (submit a resume, [-]

Reinvent Sale: Consultative Selling & Trading

laSalle Barcelona Postgraduate
Campus Full time September 2017 Spain Barcelona

In this program, we suggest you improve your business skills using consultative selling, sales methodology customer-focused, learning to identify their needs and how to bring you value beyond the product or service sold. [+]

At present, given the enormous number of alternatives available to our clients, having a good product or service may not be enough to get a sale. This is because they tend to think that the best way to approach the sale is educating the customer about the features of a product or service attributes, when it is ineffective and inefficient. In this program, we suggest you improve your business skills using consultative selling, sales methodology customer-focused, learning to identify their needs and how to bring you value beyond the product or service sold. This program will take us to learn different techniques ranging understanding of the potential of our business personality, market analysis, detection of needs, the communication process and the loyalty of our customers. What do you prepare? 1. Acquire the global vision of business planning and consultative sales process. 2. Being able to manage the different phases of the sales process (detection of needs, argumentation, objections and treatment, closure). 3. Learning to identify decision makers and specifiers of purchasing in the organization of our customers, determine their role and attitudes of purchase. 4. Increase business productivity. 5. Knowing how to increase customer loyalty. 6. Knowing how to manage time and resources available. The methodology is very participatory and intense. Explanations on sales fundamentals combined with practical application exercises using role-play of real cases that lead participants to consolidate learning through personal and group reflection. Program BLOCK 1: Vision, strategy and objectives 1. Presentation Programme 2. Customer segmentation 3. Commercial management 4. Business Planning 5. Needs 6. proactive attitude to the sale 7. Objectives work (case study) PART 2: The consultative sales process 1. Preparation of the visit - Briefing 2. Technical sales process PresentaciĆ³n soundings Smart Questions (Technical SPIN) treatment Objections Argumentation Closing Case Study (role-play) Admission One of the key development Program Masters in La Salle factors are the people who join the program: selected people responding to criteria curriculum, according to academic, functional, sectoral and geographical dimensions that foster the enrichment of the collective. The admission process in La Salle aims to select the most suitable candidates for each program and to ensure the level and quality of coexistence and communication between participants, which is a distinctive feature of the style of La Salle. The admission process for the academic year is now open and the candidates who begin the process as soon as possible because the admissions period remains open until all seats limit established for each academic program is recommended. Cost and Financing: Request information and send you a complete dossier with information on resources, banks and associates. Scholarships and grants: Request information and receive Programs Scholarships and Grants. [-]