Short Topical Programmes - Strategic Account Management

Excellent key account managers co-produce innovative business solutions with their customers, and build the basis for viable long-term and mutually beneficial relationships.

The Strategic Account Management Programme provides participants the tools to effectively look at the business from the customers’ perspective, which is a critical underlying factor for a successful key account manager.

The 3.5 day programme takes an efficient and yet eclectic perspective by combining concepts from the fields of business

economics, neuro-economics, network theory and knowledge based marketing. It covers the following interrelated topics:

●the fundamentals of strategic account management

●shaping selling

●entrepreneurial and proactive interfaces

●effective networking

●sales call anxiety and embarrassment

●managing account teams effectively

The intense training sessions are based on CEDEP’s business case studies, role plan, psychological tests and team simulations.

Participant Benefits:

•	Consolidate a strategic and tactical approaches of account management
•	Proactive and innovative approaches to shape selling
•	Ability to look at the customer’s business bottomline Managing account teams more effectively
•	Confidence in engaging customers in inspiring conversations

Company Benefits:

•	Avoid being trapped into commodity based exchanges with buyers based on price negotiations that are value destructive
•	Attain a trusted and long lasting advisory position and relationships based on exchange of information to build more customer-oriented solutions

Willem VERBEKE
Erasmus University Rotterdam

Willem Verbeke is professor of Sales and Account Management at Erasmus University Rotterdam. Prof. Verbeke is a highly respected speaker and trainer, offering a clarifying and innovative look in the fields of sales and account management. He has published in a large number of renowned national and international academic journals, such as The Journal of Marketing, Journal of Organization Behavior and The Journal of Applied Psychology.

He has also published several books, including “I sell, therefore I exist”, “I network, therefore I exist”, “Adaptive and strategicaccount management”, “The successful shaping of key accounts” and “The selling of knowledge”.

Prof. Verbeke studied Philosophy at the Rijks University of Ghent (Belgium) after which he completed a Ph.D in Educational Psychology at the University of Pennsylvania in Philadelphia. He also studied at Harvard University and the University of Michigan.

Strategic Account Management

Programme Summary