* Acquire, maintain and manage large, profitable accounts
* Capitalize on new opportunities at strategic accounts
* Realign your organization against strategic accounts' needs
* Acquire tools to bring SAM to your organization
Strategic accounts are an organization's most critical asset and require strong organizational leadership and management to ensure key value is obtained from these invaluable relationships. Strategic account management is practiced on all levels (national, regional, multinational and global levels) according to seller and buyer organizational characteristics and operational behavior. The practice of strategic account management is now of practical and tactical interest to companies seeking to survive in current economic conditions, achieve competitive advantage and create future growth. Preserving those customer relationships is of strategic importance to the firm's future financial wellbeing and this program provides the processes and tools to equip you to engage with your larger customers and your own support organization on a more strategic level in order to build towards a more mutually profitable and sustainable relationship.
Who Should Attend
Senior and mid-level sales and marketing executives who are involved in structuring, implementing and growing strategic accounts, as well as cross-functional managers charged with creating organizational cultures focused on strategic accounts will all find this program valuable. Content is focused primarily on selling services and industrial products in a business-to-business environment.
This program provides processes and tools that equip participants to identify and engage with their larger customers on a strategic level, enabling them to build more profitable and sustainable relationships. Through in-class development of a creative, structured and value-generating strategic account plan, participants will learn to deliver "win-win" business solutions against these high-potential accounts and return with actionable tools to implement a SAM plan in their organizations.
About the School
The Stephen M. Ross School of Business at the University of Michigan is a premier educational institution within one of the finest research universities worldwide. Our mission is to develop leaders in ... Read More