strategic account management

Optimize account penetration and profitability of your key accounts

Are you a supplier or a strategic partner?

Strategic Account Management examines the strategic and tactical elements involved in key account sales.  This program is designed to help you establish holistic, value-based partnerships with large customers, optimize your penetration of those accounts, and maximize the revenue and profit they generate for you and your company.

Who should attend?

• Key account representatives
• Sales people focused on business-to-business account selling with less than 20 accounts
• Professionals pursuing the Certified Sales Professional (CSP) designation and certification
• Past participants of Professional Selling, Effective Negotiating Strategies and Communication to Influence Buying Decisions

This workshop includes :

• Building blocks of Successful Key Account Selling
• Strategic Territory Planning: goal setting and forecasting
• Strategic Key Account Sales Process : intelligence, growth, and implementation
• Strategic Account Management: consultative advice and business solutions

Duration of program: 3 full days, this does not include the oral and written exams for the CSP certification.

Individual coaching and follow-up sessions in preparation for the exams are available once the above program is completed

Number of participants required for a private program:  Minimum 6 participants and a maximum of 15 people.

Length : 24hours
No of participants : 15