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Strategic Key Account Management

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.​


  • 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

Target Audience 

Key Account Managers, Relationship Managers, Managers, and experienced sales people charged with growing their company's largest account, including:

  • Key Account Managers
  • Customer Relationship Managers
  • Sales Executives
  • Business Development Managers 

Programme Duration

3 Days

Programme Amount

N290, 000

Programme Date

August 14 – 16, 2018

Register: <a href='#' onclick='OpenLandLRegistration(248)'>Register</a>