# Strategic Key Account Management

> Grow and protect your most valuable customer relationships with account planning, value propositions and digital tools.

- **Provider:** Afriskora Training Solutions
- **Category:** Sales, Marketing & Customer Service
- **Duration:** 3 days
- **Formats:** classroom (cities across Africa), live virtual (Zoom/Teams), in-house for teams
- **Certificate:** Afriskora Certificate of Completion, verifiable online
- **Booking:** request dates and a quote; invoice and EFT payment
- **Web page:** https://afriskora.co.za/courses/sales-marketing-customer-service/strategic-key-account-management
- **Request dates:** https://afriskora.co.za/request-training?course=strategic-key-account-management

## Overview

A small number of key accounts typically generate most of a business's revenue and profit. This course teaches account managers how to select and analyse key accounts, map buying centres, build value-based account plans, manage relationships across many contacts and use CRM and digital channels to grow share of wallet.

## Who should attend

- Key account and relationship managers
- Sales managers and business developers
- Corporate and commercial bankers
- Business owners managing major clients

## Learning outcomes

- Select key accounts and analyse their potential
- Map decision-makers and buying processes
- Develop value propositions and account plans
- Manage multi-level relationships and negotiations
- Use CRM and digital tools to grow accounts

## Course outline

### Module 1: Key account strategy

- Selecting key accounts
- Customer analysis
- Relationship stages
- Account profitability

### Module 2: Account planning

- Buying-centre mapping
- Value propositions
- Account plans
- Negotiating with key accounts

### Module 3: Digital account management

- CRM and account data
- Social selling
- Customer health metrics
- Account plan presentations