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Strategic Account Management

By: Lagos Business School   

Lagos State, Nigeria

18 - 20 Aug, 2014  3 days

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When a small percentage of a firm’s customers deliver exponential impact on revenue and profits, this can influence the firm’s ability to compete effectively and these customers can be classified as strategic accounts. Today, more and more B2B and B2C organisations have discovered the importance of establishing relationships with protecting and growing strategic accounts. In addition, successful team relationships require a variety of high-level skills, coordination of activities, motivation, relationship balance, goal setting, business acumen, executive endorsement and mutual sustenance strategic negotiations.

This best-selling workshop is designed to provide a conceptual frame-work for understanding strategic customer relationships as well as tools for designing and implementing strategic accounts management (SAM) programmes to develop such relationships and profit from them. Whether you are already managing strategic accounts or looking to start a project on a local or global scale, this workshop will help you manage and grow your strategic account relationships as assets.


  • Build your business acumen
  • Optimise your strategic account sales team
  • Understand what drives strategic account decisions
  • Understand the politics that impact client decisions
  • Identify the unique sales profile needed for executive selling
  • Recognise and overcome pressure tactics
  • Improve strategic account team performance
  • Negotiate large contracts
  • Uncover strategies to win clients for life

Targeted Audience:

Executives, managers, experienced sales and marketing people charged with growing their company's largest account.

Lagos Business School, Pan-Atlantic University, Km 22, Lekki-Epe Expressway, Ajah, Lagos, Nigeria Aug 18 - 20 Aug, 2014
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+234-8025014623; 08025014624; 08058097448