Strategic Account Management

With Strategic Account Management training, your team will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. They’ll learn a proven process for strategic account planning that will allow them to systematically review and grow their accounts.

Beginner 0(0 Ratings ) 3 Students enrolled English
Created by Issa Fararjeh
Last updated Mon, 30-Dec-2024
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Course overview

What will i learn?

  • Key account selection process
  • Account profiling: commercial analysis
  • Key Account market position
  • Commercial strategy options
  • Account profiling: relationship
  • Key decision influencers: relationship needs
  • Relationship strategy options
  • SAM implementation: plan & presentation
Requirements
Curriculum for this course
53 Lessons 06:15:06 Hours
SAM
8 Lessons 00:41:43 Hours
  • Feedback Survey
    .
  • Introduction
    00:05:23
  • Why SAM is Important
    00:13:28
  • What is SAM?
    00:01:39
  • SAM Terms Puzzle
    .
  • SAM Terms Puzzle Answer Key
    .
  • SAM Definition
    00:08:06
  • Stages of SAM
    00:13:07
Selection
2 Lessons 00:05:24 Hours
  • Selection
    00:05:24
  • What is Your Accounts Pool Accounts Summary
    .
Analysis
36 Lessons 04:04:15 Hours
  • Competitive Advantage Method
    00:13:43
  • Account Criteria
    .
  • Boston Consulting Group (BCG) Methods
    00:02:52
  • Account Selection Tool
    .
  • Benchmarking
    00:08:38
  • Analysis & Building a Client Needs Profile
    .
  • GE McKinsey Matrix
    00:10:22
  • Analysis & Building a Client Needs Profile
    .
  • PESTLE & 5 Competitive Forces
    00:20:35
  • Analysis & Building a Client Needs Profile
    .
  • 7 S's of McKinsey
    00:09:00
  • Analysis & Building a Client Needs Profile
    .
  • Service Analysis (Your Product)
    00:14:38
  • Analysis & Building a Client Needs Profile
    .
  • Key Competitor Analysis
    00:13:28
  • Analysis & Building a Client Needs Profile
    .
  • Case Study
    .
  • Case Study 1 - Answer Key
    .
  • Your Sales Activities Analysis
    00:08:55
  • Analysis & Building a Client Needs Profile
    .
  • Segmentation & Targeting Analysis
    00:11:29
  • Case Study 2
    .
  • Case Study 2 - Answer Key
    .
  • Client Needs Profiling
    00:25:07
  • Analysis & Building a Client Needs Profile
    .
  • Understanding 3 Key Components of Your Value
    00:15:59
  • Understanding & Building Your Value Exercise
    .
  • Value Creation & Co-Creation (Value Connection)
    00:11:42
  • External Value Discovery
    00:24:05
  • Value Connection Exercise
    .
  • Buyer Personas
    00:24:33
  • DiSC
    .
  • S (Steady) & I (Influential)
    00:08:06
  • Exploring Decision Roles & Personas Exercise
    .
  • Measure Relationship Strength
    00:21:03
  • Relationship Strength Exercise
    .
Action Plan
7 Lessons 01:23:44 Hours
  • Operational Plan
    00:34:59
  • Operational Plan
    .
  • Protecting Accounts Against Competition
    00:21:05
  • Competitive Opportunities Analysis
    .
  • Employing "Big Plan" Strategies
    00:27:40
  • Big Play Strategies Exercise
    .
  • Account Plan
    .
Feedback Survey
0 Lessons 00:00:00 Hours
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About instructor

Issa Fararjeh

Management Sales
• Dr. Issa Fararjeh is a pharmacist, was graduated from the University of Jordan with an excellent grade. • Eleven years of experience in the sales field, through which Dr. Farar...
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$120
Includes:
  • 06:15:06 Hours On demand videos
  • 53 Lessons
  • Access on mobile and tv
  • 24/7 Access