Strategic Account Management

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Offered byedX

Strategic Account Management
at
edX
Overview

Learn the sought-after skills required to effectively maintain, retain and grow existing enterprise partnerships and customers.

Duration	20 hours
Mode of learning	Online
Schedule type	Self paced
Difficulty level	Intermediate
Credential	Certificate

Strategic Account Management
at
edX
Highlights

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Self paced Course

Strategic Account Management
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edX
Course details

Skills you will learn

Strategic Planning Marketing Customer Relationship Sales Business Development

What are the course deliverables?

Experience Case Studies
Timely doubt resolution by distinguished experts
variety of lectures and videos .

More about this course

Strategic Account Management will examine a major challenge of sales teams .How to maintain your customer relationships in a competitive marketplace and how to grow their business with you.In this course you will learn the sales processes, frameworks and skill sets utilized by top sales organizations in managing channel partnerships with retailers and resellers. Further you will learn how to implement a sales strategy to meet customer needs and increase customer satisfaction. You will be challenged to demonstrate your account management skills covering the range from customer service, customer success and to key account management.

Strategic Account Management
at
edX
Curriculum

Appreciate the components of common channel partnerships and reseller agreements.

Develop an annual strategic plan for maintaining and growing business with a channel partner and reseller.

Understand the common reasons for relationship friction and the risk of churn.

Execute a framework for handling the most common issues that arise in a channel or reseller partnership.

Appreciate how sellers structure their organization to manage customer accounts

Compare and contrast the roles of customer service with customer success management with account management and key account management

Execute a framework for handing the most common issues that arise in strategic account management involving enterprise accounts.

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Strategic Account Management
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Students Ratings & Reviews

5/5

1 Rating

4-5
1

Abhinav Singh

Strategic Account Management

Offered by edX

Other: IIM Bangalore is known for its academic excellence and this course in Strategic Management completely justifies its authenticity and supremacy in designing professional courses. This course explains the deeper layers of Strategic Management through organizational resources and structures helping in formulating and implementing strategies, how to analyze the external and internal contexts of a firm, performing an industry analysis using Porter's five forces model and PESTLE framework, and using the Resource Based View (RBV) and the VRIO frameworks to analyze the internal environment of a company. Additionally, it details competitive positioning of a company through the concept of value chain analysis and the role of resources in building value chains. As the course progresses, it also focuses on managing the multi-business firms, the issues and challenges and ways to overcome them through concepts of Corporate Strategy, Vertical Integration and Product Diversification. Overall, this course assesses the sustainability of the competitive advantage of a company through important analytical approaches that underlie the discipline of business strategy.

Reviewed on 18 Nov 2020Read More