COURSE OVERVIEW

This practical and highly-interactive course includes real-life case studies and exercises where participants will be engaged in a series of interactive small groups and class workshops. 

 

This course is designed to provide participants with a detailed and up-to-date overview of Strategic Account Management. It covers the strategic account management and its importance in business; identifying strategic accounts, conducting market research and analysis and creating a profile of an ideal strategic account; recognizing customer needs and developing a strategic account plan; building a strong relationship and communicating effectively with strategic accounts; managing customer expectations; and addressing customer concerns and complaints in a professional manner. 

 

During this interactive course, participants will learn to develop and implement a sales strategy as well as effective negotiation skills; the cross-selling and up-selling techniques and managing sales cycle, change and risk; leveraging technology in SAM, measuring and evaluating SAM performance and implementing continuous improvement; managing international and virtual accounts, team building, leadership and resources; and the various techniques for managing time including prioritizing tasks and delegating responsibilities.