{"id":8737,"date":"2021-12-21T20:49:27","date_gmt":"2021-12-21T19:49:27","guid":{"rendered":"https:\/\/www.istud.it\/imprese\/?page_id=8737"},"modified":"2023-03-22T09:50:28","modified_gmt":"2023-03-22T08:50:28","slug":"la-dimensione-del-key-account-manager","status":"publish","type":"page","link":"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/la-dimensione-del-key-account-manager\/","title":{"rendered":"La dimensione del Key Account Manager"},"content":{"rendered":"<p>[vc_row full_width=&#8221;stretch_row&#8221; css=&#8221;.vc_custom_1617983510227{padding-top: 180px !important;padding-bottom: 35px !important;background-color: #d69309 !important;}&#8221; el_class=&#8221;no-bottom-margin&#8221;][vc_column][vc_column_text el_class=&#8221;white big-title&#8221;]<strong>ISTUD SMART LEARNING \u2013 SEMINARIO INTERAZIENDALE<\/strong><\/p>\n<h1>La dimensione del Key Account Manager<\/h1>\n<p>[\/vc_column_text][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; gap=&#8221;10&#8243; equal_height=&#8221;yes&#8221; css=&#8221;.vc_custom_1510406703339{padding-top: 15px !important;padding-bottom: 15px !important;background-color: #ececec !important;}&#8221;][vc_column width=&#8221;1\/2&#8243;]<div class=\"thim-widget-icon-box template-base\"><div class=\"wrapper-box-icon has_custom_image text-left \"  ><div class=\"smicon-box iconbox-left\"><div class=\"content-inner\"  style=\"width: calc( 100% - 70px - 15px);\"><div class=\"sc-heading article_heading\"><h3 class = \"heading__primary\" style=\"font-size: 14px; line-height: 14px;font-weight: bold;margin-top: 2px;margin-bottom: 2px;\">Attivabile in modalit\u00e0 InHouse o 1to1<\/h3><\/div><\/div><\/div><!--end smicon-box--><\/div><\/div>[\/vc_column][vc_column width=&#8221;1\/2&#8243; el_class=&#8221;centered&#8221;]<div class=\"thim-widget-icon-box template-base\"><div class=\"wrapper-box-icon has_custom_image text-center \"  ><div class=\"smicon-box iconbox-top\"><div class=\"content-inner\" ><div class=\"sc-heading article_heading\"><h3 class = \"heading__primary\" style=\"font-size: 14px; line-height: 14px;font-weight: bold;margin-top: 2px;margin-bottom: 2px;\">Costo<\/h3><\/div><div class=\"desc-icon-box\"><div class=\"desc-content\" style=\"color: #d69309;font-size: 14px;line-height: 21px;\">1.200 Euro + IVA<\/div><\/div><\/div><\/div><!--end smicon-box--><\/div><\/div><div class=\" ubtn-ctn-left btn-inline\"><a class=\"ubtn-link ult-adjust-bottom-margin ubtn-left ubtn-normal btn-inline\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/iscrizione-ai-seminari\/\" target=\"_blank\" rel=\"  noopener\" ><button type=\"button\" id=\"ubtn-9299\" class=\"ubtn ult-adjust-bottom-margin ult-responsive ubtn-normal ubtn-no-hover-bg  none  ubtn-left   tooltip-69e13a59adf7f\"  data-hover=\"#d69309\" data-border-color=\"#ffffff\" data-bg=\"#d69309\" data-hover-bg=\"#ffffff\" data-border-hover=\"#ffffff\" data-shadow-hover=\"\" data-shadow-click=\"none\" data-shadow=\"\" data-shd-shadow=\"\"  data-ultimate-target='#ubtn-9299'  data-responsive-json-new='{\"font-size\":\"\",\"line-height\":\"\"}'  style=\"font-weight:normal;border-radius:25px;border-width:1px;border-color:#ffffff;border-style:solid;background: #d69309;color: #ffffff;\"><span class=\"ubtn-hover\" style=\"background-color:#ffffff\"><\/span><span class=\"ubtn-data ubtn-text \" >ISCRIVITI ORA<\/span><\/button><\/a><\/div>[\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; equal_height=&#8221;yes&#8221; content_placement=&#8221;top&#8221; css=&#8221;.vc_custom_1574692375658{margin-top: -30px !important;padding-top: 0px !important;padding-bottom: 20px !important;background-color: rgba(186,127,12,0.25) !important;*background-color: rgb(186,127,12) !important;}&#8221;][vc_column width=&#8221;1\/4&#8243; css=&#8221;.vc_custom_1574690020487{margin-top: 10px !important;margin-bottom: 10px !important;}&#8221;][\/vc_column][vc_column width=&#8221;1\/2&#8243;]<div class=\"thim-widget-icon-box template-base\"><div class=\"wrapper-box-icon has_custom_image text-left \"   data-text-readmore=\"#ffffff\"><div class=\"smicon-box iconbox-left\"><div class=\"boxes-icon\" style=\"width: 70px;\"><a class=\"icon-box-link\" target=\"_blank\" href=\"https:\/\/www.istud.it\/imprese\/istud-premium-club\/\"><span class=\"inner-icon\"><span class=\"icon icon-images\"><img src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2019\/10\/ISTUD-premium-club.png\" alt=\"ISTUD premium club\" title=\"ISTUD premium club\"  width=\"186\" height=\"185\"><\/span><\/span><\/a><\/div><div class=\"content-inner\"  style=\"width: calc( 100% - 70px - 15px);\"><div class=\"sc-heading article_heading\"><h3 class = \"heading__primary\" style=\"color: #ba7f0c;font-size: 14px; line-height: 14px;font-weight: bold;margin-top: 2px;margin-bottom: 2px;\"><a class=\"smicon-box-link\" target=\"_blank\" href=\"https:\/\/www.istud.it\/imprese\/istud-premium-club\/\" style=\"color: #ba7f0c;font-size: 14px; line-height: 14px;font-weight: bold;margin-top: 2px;margin-bottom: 2px;\">PREMIUM CLUB<\/a><\/h3><\/div><div class=\"desc-icon-box\"><div class=\"desc-content\" style=\"color: #ba7f0c;font-size: 14px;font-weight: 400;line-height: 21px;\">Questo seminario \u00e8 acquistabile con ISTUD Premium Club<\/div><\/div><\/div><\/div><!--end smicon-box--><\/div><\/div>[\/vc_column][vc_column width=&#8221;1\/4&#8243;][\/vc_column][\/vc_row][vc_row][vc_column width=&#8221;1\/6&#8243;][\/vc_column][vc_column width=&#8221;2\/3&#8243;]<div class=\"thim-widget-heading template-base\"><div class=\"sc_heading  \"><h2 class=\"title\">La dimensione del Key Account Manager<\/h2><\/div><\/div>[vc_column_text]<em>Il Key Account Manager \u00e8 un ruolo chiave per il successo dell\u2019organizzazione: la gestione dei clienti strategici determina un impatto su fatturato e margini, ma anche sul posizionamento dell\u2019azienda e sui suoi processi relazionali.<\/em>[\/vc_column_text][vc_separator color=&#8221;custom&#8221; border_width=&#8221;2&#8243; el_width=&#8221;50&#8243; accent_color=&#8221;#d69309&#8243;][\/vc_column][vc_column width=&#8221;1\/6&#8243;][\/vc_column][\/vc_row][vc_row][vc_column width=&#8221;1\/6&#8243; css=&#8221;.vc_custom_1471081370883{padding-right: 17px !important;}&#8221;][\/vc_column][vc_column width=&#8221;2\/3&#8243; css=&#8221;.vc_custom_1471081383034{padding-left: 17px !important;}&#8221;][vc_tta_accordion style=&#8221;flat&#8221; shape=&#8221;square&#8221; active_section=&#8221;1&#8243; no_fill=&#8221;true&#8221; title=&#8221;Panoramica del seminario&#8221; el_class=&#8221;panoramica-collapse&#8221;][vc_tta_section title=&#8221;A chi \u00e8 rivolto&#8221; tab_id=&#8221;1509005274224-b61be282-6693&#8243;][vc_column_text]A tutti coloro che ricoprono ruoli commerciali chiave nell\u2019azienda o che sono in crescita e copriranno ruoli strategici con forte connotazione commerciale e di relazione.[\/vc_column_text][\/vc_tta_section][vc_tta_section title=&#8221;Obiettivi&#8221; tab_id=&#8221;1509005274318-ffba539c-5054&#8243;][vc_column_text]<\/p>\n<ul>\n<li>Comprendere il ruolo del Key Account Manager come posizione strategica nell\u2019organizzazione<\/li>\n<li>Consolidare le competenze trasversali di vendita per gestire in modo ottimale la relazione con i clienti strategici<\/li>\n<li>Migliorare i propri risultati nell\u2019attivit\u00e0 di vendita e di fidelizzazione<\/li>\n<\/ul>\n<p>[\/vc_column_text][\/vc_tta_section][vc_tta_section title=&#8221;Contenuti&#8221; tab_id=&#8221;1509005287735-b4e2fe28-c8ad&#8221;][vc_column_text]<\/p>\n<ul>\n<li>Il ruolo del Key Account nelle organizzazioni<\/li>\n<li>Il modello Fornitore\/cliente e la sua corretta azione<\/li>\n<li>Top Skills del Key Account<\/li>\n<li>Il 360\u00b0 del Key Account: connettere, vendere, rappresentare<\/li>\n<li>Il processo della vendita strategica inbound in 5 fasi<\/li>\n<li>La negoziazione win-win: presupposti e schemi d\u2019azione<\/li>\n<li>L\u2019individuazione dello stile di pensiero del Cliente come base per l\u2019influenzamento<\/li>\n<\/ul>\n<p>[\/vc_column_text][\/vc_tta_section][\/vc_tta_accordion][\/vc_column][vc_column width=&#8221;1\/6&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; equal_height=&#8221;yes&#8221; content_placement=&#8221;middle&#8221; css=&#8221;.vc_custom_1617983566852{padding-top: 50px !important;padding-bottom: 50px !important;background-color: #d69309 !important;}&#8221;][vc_column width=&#8221;2\/3&#8243;][vc_column_text el_class=&#8221;white non-h2&#8243;]Ti servono maggiori informazioni?[\/vc_column_text][\/vc_column][vc_column width=&#8221;1\/3&#8243;]<div class=\" ubtn-ctn-center \"><a class=\"ubtn-link ult-adjust-bottom-margin ubtn-center ubtn-large \" href=\"#contatti\" rel=\" \" ><button type=\"button\" id=\"ubtn-7996\" class=\"ubtn ult-adjust-bottom-margin ult-responsive ubtn-large ubtn-no-hover-bg  none  ubtn-sep-icon ubtn-sep-icon-bottom-push  ubtn-center   tooltip-69e13a59af00c\"  data-hover=\"\" data-border-color=\"#ffffff\" data-bg=\"#ffffff\" data-hover-bg=\"\" data-border-hover=\"#ffffff\" data-shadow-hover=\"\" data-shadow-click=\"none\" data-shadow=\"\" data-shd-shadow=\"\"  data-ultimate-target='#ubtn-7996'  data-responsive-json-new='{\"font-size\":\"desktop:28px;\",\"line-height\":\"\"}'  style=\"font-weight:bold;border-radius:15px;border-width:3px;border-color:#ffffff;border-style:solid;background: #ffffff;color: #d69309;\"><span class=\"ubtn-data ubtn-icon\"><i class=\"Defaults-chevron-down\" style=\"font-size:32px;color:#d69309;\"><\/i><\/span><span class=\"ubtn-hover\" style=\"background-color:\"><\/span><span class=\"ubtn-data ubtn-text \" >Contattaci<\/span><\/button><\/a><\/div>[\/vc_column][\/vc_row][vc_row][vc_column]<div class=\"thim-widget-heading template-base\"><div class=\"sc_heading  \"><h2 class=\"title\">Docente del seminario La dimensione del Key Account Manager<\/h2><\/div><\/div>[vc_row_inner][vc_column_inner width=&#8221;1\/4&#8243;][vc_single_image image=&#8221;2254&#8243; alignment=&#8221;center&#8221; style=&#8221;vc_box_circle_2&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;3\/4&#8243;][vc_column_text]<\/p>\n<h3><strong>Guido Mariani<\/strong><\/h3>\n<p>Laurea in Economia Aziendale con specializzazione in Marketing all\u2019Universit\u00e0 L. Bocconi di Milano. \u00c8 esperto in Comportamento organizzativo, Management e Organizzazione. \u00c8 stato dirigente di aziende industriali e commerciali ricoprendo il ruolo di Direttore Vendite, Direttore Commerciale e infine di Direttore Generale di Divisione. Ha collaborato con L\u2019Universit\u00e0 Liuc di Castellanza come docente di Personal Branding. Oggi \u00e8 imprenditore e docente ISTUD, e dal 2003 \u00e8 consulente aziendale per conto di importanti realt\u00e0 nazionali ed internazionali nell\u2019ambito dell\u2019organizzazione e dello sviluppo delle abilit\u00e0 comportamentali e manageriali. In ambito aziendale ha seguito piani di formazione destinati a figure di coordinamento e organizzativo e all\u2019implementazione delle capacit\u00e0 di relazione e comunicazione degli addetti di importanti realt\u00e0 a livello nazionale.[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; disable_element=&#8221;yes&#8221; css=&#8221;.vc_custom_1679392028762{padding-bottom: 40px !important;background-color: #ececec !important;}&#8221; el_class=&#8221;no-bottom-margin&#8221;][vc_column]<div class=\"thim-widget-heading template-base\"><div class=\"sc_heading  text-center\"><h2 class=\"title\">Tutti i percorsi dell'area Technical knowledge for business<\/h2><\/div><\/div><aside class=\"ul-custom-css-inline\">\t\t\t\t\t\t\t\t\t\t\r\n\t\t\t\t\t\t\t\t\t\t<style type=\"text\/css\">#ul19684.ultimate-layouts-container .ultimate-layouts-metas-st2 > .ultimate-layouts-metas-wrap{background-color:#c85263 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ultimate-layouts-wrapper-control ultimate-layouts-global-carousel-settings    \"><div class=\"pagination-prev\"><i class=\"fa fa-angle-left\" aria-hidden=\"true\"><\/i><\/div><div class=\"pagination-next\"><i class=\"fa fa-angle-right\" aria-hidden=\"true\"><\/i><\/div><div class=\"carousel-wrapper-control\"><div class=\"\r\n\t\t\t\t\t\t\t\t\t\t\t\t\tultimate-layouts-listing-wrap \r\n\t\t\t\t\t\t\t\t\t\t\t\t\tultimate-layouts-carousel-t\r\n\t\t\t\t\t\t\t\t\t\t\t\t\tultimate-layouts-carousel-t-4\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\r\n\t\t\t\t\t\t\t\t\t\t\t\t\tultimate-layouts-effect-icon\t\t\t\t\t\t\t\t\t\t\t\t\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t ultimate-layouts-col-1 ultimate-layouts-col-pt-2 ultimate-layouts-col-lt-2 ultimate-layouts-col-sm-3 ultimate-layouts-col-md-4 ultimate-layouts-col-lg-4 ultimate-layouts-col-el-4\r\n\t\t\t\t\t\t\t\t\t\t\t\t\"><!--post item--> \r\n<article class=\"ultimate-layouts-item hentry\" data-server-index=\"1\">\r\n    <!--entry content-->\r\n    <div class=\"ultimate-layouts-entry-wrapper entry-content\">    \r\n        <!--picture-->\r\n                    <div class=\"ultimate-layouts-picture\">\r\n                <div class=\"ultimate-layouts-picture-wrap ultimate-layouts-get-pic\">                \t                    \r\n                    <a  data-post-id=\"1846\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/trainer-3-0\/\" title=\"Trainer 3.0: il nuovo formatore nell&#8217;era del digitale e del collaborative learning\"   class=\"ultimate-layouts-picture-link\"><img class=\"ultimate-layouts-img  \" src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2020\/04\/percorso-trainer-digitale-400x300.png\" srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2020\/04\/percorso-trainer-digitale-400x300.png 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2020\/04\/percorso-trainer-digitale-800x600.png 800w, 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    \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                <\/div><!--content-->                \r\n    <\/div><!--entry content-->            \r\n<\/article><!--post item--><!--post item--> \r\n<article class=\"ultimate-layouts-item hentry\" data-server-index=\"2\">\r\n    <!--entry content-->\r\n    <div class=\"ultimate-layouts-entry-wrapper entry-content\">    \r\n        <!--picture-->\r\n                    <div class=\"ultimate-layouts-picture\">\r\n                <div class=\"ultimate-layouts-picture-wrap ultimate-layouts-get-pic\">                \t                    \r\n                    <a  data-post-id=\"2165\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/sviluppare-un-piano-marketing-efficace\/\" title=\"Sviluppare un piano di marketing efficace\"   class=\"ultimate-layouts-picture-link\"><img class=\"ultimate-layouts-img  \" src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2023\/04\/Sviluppare-un-piano-di-marketing-efficace-1-400x300.jpg\" srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2023\/04\/Sviluppare-un-piano-di-marketing-efficace-1-400x300.jpg 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2023\/04\/Sviluppare-un-piano-di-marketing-efficace-1-800x600.jpg 800w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2023\/04\/Sviluppare-un-piano-di-marketing-efficace-1-1200x900.jpg 1200w\" sizes=\"(max-width: 400px) 100vw, 400px\" alt=\"Sviluppare un piano di marketing efficace (1)\"\/><\/a>                                        <div class=\"ultimate-layouts-control-pop \"><\/div>                    \r\n                <\/div>                \r\n                            <\/div>\r\n            \r\n        <!--picture-->\r\n        <!--content-->\r\n        <div class=\"ultimate-layouts-content entry\">            \r\n                        \r\n            <h3 class=\"ultimate-layouts-title font-size-16 entry-title  \"><a  data-post-id=\"2165\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/sviluppare-un-piano-marketing-efficace\/\" title=\"Sviluppare un piano di marketing efficace\"   class=\"ultimate-layouts-title-link\">Sviluppare un piano di marketing efficace<\/a><\/h3>            \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                <\/div><!--content-->                \r\n    <\/div><!--entry content-->            \r\n<\/article><!--post item--><!--post item--> \r\n<article class=\"ultimate-layouts-item hentry\" data-server-index=\"3\">\r\n    <!--entry content-->\r\n    <div class=\"ultimate-layouts-entry-wrapper entry-content\">    \r\n        <!--picture-->\r\n                    <div class=\"ultimate-layouts-picture\">\r\n                <div class=\"ultimate-layouts-picture-wrap ultimate-layouts-get-pic\">                \t                    \r\n                    <a  data-post-id=\"15482\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/organizzazioni-data-driven-big-data-2\/\" title=\"Organizzazioni Data Driven e Big Data\"   class=\"ultimate-layouts-picture-link\"><img class=\"ultimate-layouts-img  \" src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2025\/09\/Organizzazioni-Data-Driven-e-Big-Data-Header-400x300.jpg\" srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2025\/09\/Organizzazioni-Data-Driven-e-Big-Data-Header-400x300.jpg 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2025\/09\/Organizzazioni-Data-Driven-e-Big-Data-Header-800x600.jpg 800w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2025\/09\/Organizzazioni-Data-Driven-e-Big-Data-Header-1200x900.jpg 1200w\" sizes=\"(max-width: 400px) 100vw, 400px\" alt=\"Organizzazioni Data Driven e Big Data &#8211; Header\"\/><\/a>                                        <div class=\"ultimate-layouts-control-pop \"><\/div>                    \r\n                <\/div>                \r\n                            <\/div>\r\n            \r\n        <!--picture-->\r\n        <!--content-->\r\n        <div class=\"ultimate-layouts-content entry\">            \r\n                        \r\n            <h3 class=\"ultimate-layouts-title font-size-16 entry-title  \"><a  data-post-id=\"15482\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/organizzazioni-data-driven-big-data-2\/\" title=\"Organizzazioni Data Driven e Big Data\"   class=\"ultimate-layouts-title-link\">Organizzazioni Data Driven e Big Data<\/a><\/h3>            \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                <\/div><!--content-->                \r\n    <\/div><!--entry content-->            \r\n<\/article><!--post item--><!--post item--> \r\n<article class=\"ultimate-layouts-item hentry\" data-server-index=\"4\">\r\n    <!--entry content-->\r\n    <div class=\"ultimate-layouts-entry-wrapper entry-content\">    \r\n        <!--picture-->\r\n                    <div class=\"ultimate-layouts-picture\">\r\n                <div class=\"ultimate-layouts-picture-wrap ultimate-layouts-get-pic\">                \t                    \r\n                    <a  data-post-id=\"2169\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/oltre-la-compliance-decreto-2312001-obblighi-responsabilita-azienda\/\" title=\"Oltre la compliance: il Decreto 231\/2001 tra obblighi e responsabilit\u00e0 in azienda\"   class=\"ultimate-layouts-picture-link\"><img class=\"ultimate-layouts-img  \" src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/compliance-400x300.png\" srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/compliance-400x300.png 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/compliance-800x600.png 800w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/compliance-1200x900.png 1200w\" sizes=\"(max-width: 400px) 100vw, 400px\" alt=\"compliance\"\/><\/a>                                        <div class=\"ultimate-layouts-control-pop \"><\/div>                    \r\n                <\/div>                \r\n                            <\/div>\r\n            \r\n        <!--picture-->\r\n        <!--content-->\r\n        <div class=\"ultimate-layouts-content entry\">            \r\n                        \r\n            <h3 class=\"ultimate-layouts-title font-size-16 entry-title  \"><a  data-post-id=\"2169\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/oltre-la-compliance-decreto-2312001-obblighi-responsabilita-azienda\/\" title=\"Oltre la compliance: il Decreto 231\/2001 tra obblighi e responsabilit\u00e0 in azienda\"   class=\"ultimate-layouts-title-link\">Oltre la compliance: il Decreto 231\/2001 tra obblighi e responsabilit\u00e0 in azienda<\/a><\/h3>            \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                <\/div><!--content-->                \r\n    <\/div><!--entry content-->            \r\n<\/article><!--post item--><!--post item--> \r\n<article class=\"ultimate-layouts-item hentry\" data-server-index=\"5\">\r\n    <!--entry content-->\r\n    <div class=\"ultimate-layouts-entry-wrapper entry-content\">    \r\n        <!--picture-->\r\n                    <div class=\"ultimate-layouts-picture\">\r\n                <div class=\"ultimate-layouts-picture-wrap ultimate-layouts-get-pic\">                \t                    \r\n                    <a  data-post-id=\"4732\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/marketing-efficace-nel-farmaceutico-cogliere-lopportunita-guidando-levoluzione\/\" title=\"Marketing efficace nel Farmaceutico: cogliere l\u2019opportunit\u00e0 guidando l\u2019evoluzione\"   class=\"ultimate-layouts-picture-link\"><img class=\"ultimate-layouts-img  \" src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/marketing-farmaceutico-400x300.png\" srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/marketing-farmaceutico-400x300.png 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/marketing-farmaceutico-800x600.png 800w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/marketing-farmaceutico-1200x900.png 1200w\" sizes=\"(max-width: 400px) 100vw, 400px\" alt=\"marketing-farmaceutico\"\/><\/a>                                        <div class=\"ultimate-layouts-control-pop \"><\/div>                    \r\n                <\/div>                \r\n                            <\/div>\r\n            \r\n        <!--picture-->\r\n        <!--content-->\r\n        <div class=\"ultimate-layouts-content entry\">            \r\n                        \r\n            <h3 class=\"ultimate-layouts-title font-size-16 entry-title  \"><a  data-post-id=\"4732\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/marketing-efficace-nel-farmaceutico-cogliere-lopportunita-guidando-levoluzione\/\" title=\"Marketing efficace nel Farmaceutico: cogliere l\u2019opportunit\u00e0 guidando l\u2019evoluzione\"   class=\"ultimate-layouts-title-link\">Marketing efficace nel Farmaceutico: cogliere l\u2019opportunit\u00e0 guidando l\u2019evoluzione<\/a><\/h3>            \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                <\/div><!--content-->                \r\n    <\/div><!--entry content-->            \r\n<\/article><!--post item--><!--post item--> \r\n<article class=\"ultimate-layouts-item hentry\" data-server-index=\"6\">\r\n    <!--entry content-->\r\n    <div class=\"ultimate-layouts-entry-wrapper entry-content\">    \r\n        <!--picture-->\r\n                    <div class=\"ultimate-layouts-picture\">\r\n                <div class=\"ultimate-layouts-picture-wrap ultimate-layouts-get-pic\">                \t                    \r\n                    <a  data-post-id=\"5217\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/market-access-saper-comunicare-il-valore-per-laccesso-della-persona-alle-cure\/\" title=\"Market access: saper comunicare il valore per l\u2019accesso della persona alle cure\"   class=\"ultimate-layouts-picture-link\"><img class=\"ultimate-layouts-img  \" src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/market-access-1-400x300.png\" srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/market-access-1-400x300.png 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/market-access-1-800x600.png 800w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/market-access-1-1200x900.png 1200w\" sizes=\"(max-width: 400px) 100vw, 400px\" alt=\"market-access-1\"\/><\/a>                                        <div class=\"ultimate-layouts-control-pop \"><\/div>                    \r\n                <\/div>                \r\n                            <\/div>\r\n            \r\n        <!--picture-->\r\n        <!--content-->\r\n        <div class=\"ultimate-layouts-content entry\">            \r\n                        \r\n            <h3 class=\"ultimate-layouts-title font-size-16 entry-title  \"><a  data-post-id=\"5217\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/market-access-saper-comunicare-il-valore-per-laccesso-della-persona-alle-cure\/\" title=\"Market access: saper comunicare il valore per l\u2019accesso della persona alle cure\"   class=\"ultimate-layouts-title-link\">Market access: saper comunicare il valore per l\u2019accesso della persona alle cure<\/a><\/h3>            \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                <\/div><!--content-->                \r\n    <\/div><!--entry content-->            \r\n<\/article><!--post item--><!--post item--> \r\n<article class=\"ultimate-layouts-item hentry\" data-server-index=\"7\">\r\n    <!--entry content-->\r\n    <div class=\"ultimate-layouts-entry-wrapper entry-content\">    \r\n        <!--picture-->\r\n                    <div class=\"ultimate-layouts-picture\">\r\n                <div class=\"ultimate-layouts-picture-wrap ultimate-layouts-get-pic\">                \t                    \r\n                    <a  data-post-id=\"1839\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/leggere-il-bilancio-d-impresa\/\" title=\"Leggere il bilancio d&#8217;impresa\"   class=\"ultimate-layouts-picture-link\"><img class=\"ultimate-layouts-img  \" src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2026\/04\/LEGGERE-BILANCIO-DIMPRESA-400x300.jpg\" srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2026\/04\/LEGGERE-BILANCIO-DIMPRESA-400x300.jpg 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2026\/04\/LEGGERE-BILANCIO-DIMPRESA-800x600.jpg 800w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2026\/04\/LEGGERE-BILANCIO-DIMPRESA-1200x900.jpg 1200w\" sizes=\"(max-width: 400px) 100vw, 400px\" alt=\"LEGGERE BILANCIO D\u2019IMPRESA\"\/><\/a>                                        <div class=\"ultimate-layouts-control-pop \"><\/div>                    \r\n                <\/div>                \r\n                            <\/div>\r\n            \r\n        <!--picture-->\r\n        <!--content-->\r\n        <div class=\"ultimate-layouts-content entry\">            \r\n                        \r\n            <h3 class=\"ultimate-layouts-title font-size-16 entry-title  \"><a  data-post-id=\"1839\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/leggere-il-bilancio-d-impresa\/\" title=\"Leggere il bilancio d&#8217;impresa\"   class=\"ultimate-layouts-title-link\">Leggere il bilancio d&#8217;impresa<\/a><\/h3>            \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                <\/div><!--content-->                \r\n    <\/div><!--entry content-->            \r\n<\/article><!--post item--><!--post item--> \r\n<article class=\"ultimate-layouts-item hentry\" data-server-index=\"8\">\r\n    <!--entry content-->\r\n    <div class=\"ultimate-layouts-entry-wrapper entry-content\">    \r\n        <!--picture-->\r\n                    <div class=\"ultimate-layouts-picture\">\r\n                <div class=\"ultimate-layouts-picture-wrap ultimate-layouts-get-pic\">                \t                    \r\n                    <a  data-post-id=\"2167\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/la-nuova-privacy-ue\/\" title=\"La nuova privacy UE\"   class=\"ultimate-layouts-picture-link\"><img class=\"ultimate-layouts-img  \" src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/privacy-400x300.png\" srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/privacy-400x300.png 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/privacy-800x600.png 800w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2021\/04\/privacy-1200x900.png 1200w\" sizes=\"(max-width: 400px) 100vw, 400px\" alt=\"privacy\"\/><\/a>                                        <div class=\"ultimate-layouts-control-pop \"><\/div>                    \r\n                <\/div>                \r\n                            <\/div>\r\n            \r\n        <!--picture-->\r\n        <!--content-->\r\n        <div class=\"ultimate-layouts-content entry\">            \r\n                        \r\n            <h3 class=\"ultimate-layouts-title font-size-16 entry-title  \"><a  data-post-id=\"2167\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/la-nuova-privacy-ue\/\" title=\"La nuova privacy UE\"   class=\"ultimate-layouts-title-link\">La nuova privacy UE<\/a><\/h3>            \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                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srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2023\/03\/La-dimensione-del-Key-Account-Manager-400x300.jpg 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2023\/03\/La-dimensione-del-Key-Account-Manager-800x600.jpg 800w\" sizes=\"(max-width: 400px) 100vw, 400px\" alt=\"La dimensione del Key Account Manager\"\/><\/a>                                        <div class=\"ultimate-layouts-control-pop \"><\/div>                    \r\n                <\/div>                \r\n                            <\/div>\r\n            \r\n        <!--picture-->\r\n        <!--content-->\r\n        <div class=\"ultimate-layouts-content entry\">            \r\n                        \r\n            <h3 class=\"ultimate-layouts-title font-size-16 entry-title  \"><a  data-post-id=\"8737\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/la-dimensione-del-key-account-manager\/\" title=\"La dimensione del Key Account Manager\"   class=\"ultimate-layouts-title-link\">La dimensione del Key Account Manager<\/a><\/h3>            \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                <\/div><!--content-->                \r\n    <\/div><!--entry content-->            \r\n<\/article><!--post item--><!--post item--> \r\n<article class=\"ultimate-layouts-item hentry\" data-server-index=\"10\">\r\n    <!--entry content-->\r\n    <div class=\"ultimate-layouts-entry-wrapper entry-content\">    \r\n        <!--picture-->\r\n                    <div class=\"ultimate-layouts-picture\">\r\n                <div class=\"ultimate-layouts-picture-wrap ultimate-layouts-get-pic\">                \t                    \r\n                    <a  data-post-id=\"1841\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/fondamenti-della-formazione\/\" title=\"I fondamenti della formazione\"   class=\"ultimate-layouts-picture-link\"><img class=\"ultimate-layouts-img  \" src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2023\/04\/I-fondamenti-della-formazione-1-400x300.jpg\" srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2023\/04\/I-fondamenti-della-formazione-1-400x300.jpg 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2023\/04\/I-fondamenti-della-formazione-1-800x600.jpg 800w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2023\/04\/I-fondamenti-della-formazione-1-1200x900.jpg 1200w\" sizes=\"(max-width: 400px) 100vw, 400px\" alt=\"I fondamenti della formazione (1)\"\/><\/a>                                        <div class=\"ultimate-layouts-control-pop \"><\/div>                    \r\n                <\/div>                \r\n                            <\/div>\r\n            \r\n        <!--picture-->\r\n        <!--content-->\r\n        <div class=\"ultimate-layouts-content entry\">            \r\n                        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Il senso del marketing strategico\"   class=\"ultimate-layouts-title-link\">Cosa vendiamo davvero? Il senso del marketing strategico<\/a><\/h3>            \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                <\/div><!--content-->                \r\n    <\/div><!--entry content-->            \r\n<\/article><!--post item--><!--post item--> \r\n<article class=\"ultimate-layouts-item hentry\" data-server-index=\"12\">\r\n    <!--entry content-->\r\n    <div class=\"ultimate-layouts-entry-wrapper entry-content\">    \r\n        <!--picture-->\r\n                    <div class=\"ultimate-layouts-picture\">\r\n                <div class=\"ultimate-layouts-picture-wrap ultimate-layouts-get-pic\">                \t                    \r\n                    <a  data-post-id=\"12176\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/ai-for-business\/\" title=\"AI for Business\"   class=\"ultimate-layouts-picture-link\"><img class=\"ultimate-layouts-img  \" src=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2026\/04\/AI-BUSINESS-400x300.jpg\" srcset=\"https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2026\/04\/AI-BUSINESS-400x300.jpg 400w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2026\/04\/AI-BUSINESS-800x600.jpg 800w, https:\/\/www.istud.it\/imprese\/wp-content\/uploads\/2026\/04\/AI-BUSINESS-1200x900.jpg 1200w\" sizes=\"(max-width: 400px) 100vw, 400px\" alt=\"AI BUSINESS\"\/><\/a>                                        <div class=\"ultimate-layouts-control-pop \"><\/div>                    \r\n                <\/div>                \r\n                            <\/div>\r\n            \r\n        <!--picture-->\r\n        <!--content-->\r\n        <div class=\"ultimate-layouts-content entry\">            \r\n                        \r\n            <h3 class=\"ultimate-layouts-title font-size-16 entry-title  \"><a  data-post-id=\"12176\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/ai-for-business\/\" title=\"AI for Business\"   class=\"ultimate-layouts-title-link\">AI for Business<\/a><\/h3>            \r\n            <div class=\"ultimate-layouts-metas posted-on \"><div class=\"ultimate-layouts-metas-wrap\"><\/div><\/div>                                <\/div><!--content-->                \r\n    <\/div><!--entry content-->            \r\n<\/article><!--post item--><\/div><\/div><\/div>[\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; 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text-decoration: underline\"><strong>informativa<\/strong><\/a> e accetto il trattamento per le finalit\u00e0 indicate. <span class=\"wpcf7-form-control-wrap privacy\"><span class=\"wpcf7-form-control wpcf7-checkbox wpcf7-validates-as-required wpcf7-exclusive-checkbox\"><span class=\"wpcf7-list-item first\"><input type=\"checkbox\" name=\"privacy\" value=\"Accetto\" \/><span class=\"wpcf7-list-item-label\">Accetto<\/span><\/span><span class=\"wpcf7-list-item last\"><input type=\"checkbox\" name=\"privacy\" value=\"Non accetto\" \/><span class=\"wpcf7-list-item-label\">Non accetto<\/span><\/span><\/span><\/span><\/font><\/p>\n<p><input type=\"submit\" value=\"Invia\" class=\"wpcf7-form-control has-spinner wpcf7-submit\" \/><\/p>\n<div class=\"wpcf7-response-output\" aria-hidden=\"true\"><\/div><\/form><\/div>[\/vc_column][vc_column width=&#8221;1\/3&#8243; el_class=&#8221;centered&#8221;][vc_column_text el_class=&#8221;non-h3 white&#8221;]Iscriviti ora[\/vc_column_text]<div class=\" ubtn-ctn-center \"><a class=\"ubtn-link ult-adjust-bottom-margin ubtn-center ubtn-large \" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/iscrizione-ai-seminari\/\" rel=\" \" ><button type=\"button\" id=\"ubtn-3123\" class=\"ubtn ult-adjust-bottom-margin ult-responsive ubtn-large ubtn-no-hover-bg  none  ubtn-sep-icon ubtn-sep-icon-at-left  ubtn-center  ubtn-only-icon   tooltip-69e13a59cc0a0\"  data-hover=\"\" data-border-color=\"#ffffff\" data-bg=\"#ffffff\" data-hover-bg=\"\" data-border-hover=\"#ffffff\" data-shadow-hover=\"\" data-shadow-click=\"none\" data-shadow=\"\" data-shd-shadow=\"\"  data-ultimate-target='#ubtn-3123'  data-responsive-json-new='{\"font-size\":\"desktop:28px;\",\"line-height\":\"\"}'  style=\"font-weight:bold;border-radius:15px;border-width:3px;border-color:#ffffff;border-style:solid;background: #ffffff;color: #d69309;\"><span class=\"ubtn-data ubtn-icon\"><i class=\"Defaults-cart-plus\" style=\"font-size:32px;color:#d69309;\"><\/i><\/span><span class=\"ubtn-hover\" style=\"background-color:\"><\/span><span class=\"ubtn-data ubtn-text \" ><\/span><\/button><\/a><\/div>[\/vc_column][\/vc_row]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>[vc_row full_width=&#8221;stretch_row&#8221; css=&#8221;.vc_custom_1617983510227{padding-top: 180px !important;padding-bottom: 35px !important;background-color: #d69309 !important;}&#8221; el_class=&#8221;no-bottom-margin&#8221;][vc_column][vc_column_text el_class=&#8221;white big-title&#8221;]ISTUD SMART LEARNING \u2013 SEMINARIO INTERAZIENDALE La dimensione del Key Account Manager [\/vc_column_text][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; gap=&#8221;10&#8243; equal_height=&#8221;yes&#8221; css=&#8221;.vc_custom_1510406703339{padding-top: 15px !important;padding-bottom: &hellip; <\/p>\n","protected":false},"author":12,"featured_media":10659,"parent":1497,"menu_order":70,"comment_status":"closed","ping_status":"closed","template":"page-templates\/landing-page.php","meta":[],"categories":[224,216,52,33,43],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v18.4.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>La dimensione del Key Account Manager - ISTUD Imprese<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.istud.it\/imprese\/formazione-interaziendale-per-manager\/la-dimensione-del-key-account-manager\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"La dimensione del Key Account Manager - ISTUD Imprese\" \/>\n<meta property=\"og:description\" content=\"[vc_row full_width=&#8221;stretch_row&#8221; 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