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Strategic Account Management

By: Lagos Business School   

Lagos State, Nigeria

26 - 28 Jul, 2016  3 days

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NGN 270,000

A customer who has an exponential impact on revenue and profits and can influence an organization’s ability to compete effectively can be termed a Strategic Account. As such, B2B and B2C organizations are increasingly discovering the importance of protecting and growing the relationship with identified Strategic Accounts.

This training workshop 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.


  • Strategic Account: A Definition
  • Selecting and Classifying Strategic Accounts
  • Resourcing for Strategic Account Management
  • Strategic Account Planning and Selling to Executives
  • Relationship Development and Navigating Politics with Key Officers and Executives in Strategic Account
  • Management
  • Leveraging Marketing to Support Strategic Marketing Initiatives
  • Customer Service as Competitive Advantage in Managing Key Accounts
  • Use of Technology as a Key Account Management Strategy Enabler
  • Managing Key Accounts in a Challenging Economy - Domestic and Global
  • Team Approach to Building and Managing Key Accounts

Target Audience

  • Sales Managers
  • Key Account Managers
  • Business Development Managers
  • Customer Relationship Managers
  • Sales and Marketing Managers
  • Sales Executives
  • Business Development Managers
  • Account Executives
  • Client Relationship Managers
Lagos Business School (LBS), Km 22, Lekki - Epe Expressway, Ajah, Lagos. Jul 26 - 28 Jul, 2016
NGN 270,000.00
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08025014623 - 4, 014546788