Strategic Account Management

About the Program

Strategic account management (also known as key account management) is a process at the organizational level that goes beyond sales to encompass building strategic, mutually beneficial relationships between the company and its key customers. SAM builds trust between the two organizations by focusing on value and enabling alignment across the company.

Strategic accounts are of vital importance to the selling firm as its long-term viability often hinges upon its ability to identify, establish, develop, and maintain relationships with such

accounts.

Who Should Attend?

This course is suitable for Sales Managers, Strategic Account Managers, Business Development Managers, Customer Relationship Managers and those who drive businesses within the organization.

 

Program Contents

Module 1: What Is Strategic Account Management?

Module 2: Ladder Of Goodwill

Module 3: Situational Analysis Overview
SWOT , PESTLE- Analysing where you are now
Where You Want To Be: Positioning Statement
Who Are The People You Need To Influence?

Module 4: Understanding Customer Needs
Knowing Our Strategic Accounts
The Client Needs Pyramid
Hierarchy Of Client Needs
Defining Customer Needs
Asking The Right Questions
Ways To Identify Customer Needs & Expectations
Managing Expectations
Registration: For enquiries & registration, Please call us on 08035506818, 08028631259, or send an email to adedoyin@inselconsulting.com

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