Strategic Account Management


Workshop Overview

• This highly interactive workshop is designed to raise the participants’
awareness of Key Account Management & it’s best practices. Participants will
acquire the knowledge & tools needed to Identify accounts with the greatest
potential for growth, developing strategies to grow them, building essential
customer relationships, and bring value to customers. At the same time,
growing sales by selling more to existing accounts.

The Learning Journey:

• Identify the main functions of key accounts and how they are aligned to the
business organization
• Define and prioritize key accounts to measure their profitability and strategic
importance to a company
• Classify customer relations levels to improve the way Account Managers
deal with customers
• Establish customer focused plans and strategies needed to develop key
• Determine the functional role of key account managers in facing the
changing challenges in the market