Lagos Business School

Strategic key Account Management

Finance Marketing Negotiations Sales Management

This course has no confirmed dates in the future. Subscribe to be notified when it is offered.

Relevant courses

Course format

Online Offline Blended

Starting after

Ending before

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with Lagos Business School.

Full disclaimer.

Description

This programme is designed to provide a conceptual framework for understanding strategic customer relationships, as well as tools for designing and implementing a Strategic Accounts Management (SAM) programme to develop relationships. Whether you are already managing strategic accounts or looking to start a programme on a local or global scale, this workshop will help you manage & grow strategic account relationships as assets.

Programme

Strategic Accounts: A definition.
Optimizing your strategic account sales team
Selecting and classifying Strategic Accounts
Resourcing for Strategic Account Management
Building your business acumen
Strategic Account Plans
Selling to Executives
Sales Opportunity Management
SAM & Global Accounts
Relationship Development & Navigating Politics with Key Officers & Executives
Negotiating large account uncover strategies to win clients for life
Leveraging Marketing to Support SAM Initiatives
Applying Technology in Strategic Account Management

Key Learning Outcomes

Participants will walk away knowing how to:

Build business acumen
Develop a strategic perspective on sales and customer relationships
Optimize strategic account sales team
Understand what drives strategic account decisions
Recognize and overcome pressure tactics
Create an action plan that will increase chances of success

Who should attend

Key Account Managers
Customer Relationship Managers
Sales Executives
Business Development Managers

Experts

Tayo Otubanjo

Dr. Tayo Otubanjo is a senior lecturer at Lagos Business School. He facilitates full-time and executive MBA modules in marketing management. He is a Visiting Research Fellow at Warwick Business School, University of Warwick (UK) and a Visiting Scholar at Spears School of Business, Oklahoma State ...