Advanced Strategic Account Management 2-day multi-company course
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Management counsel
Consulting services to executive management and to sales departments
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Strategic Account Management Performance Experience ...More

Welcome to Brian Harrison Smith's
Strategic Account Management
Web Site

Strategic account management, and its earlier counterpart, key account management, is a business discipline combining art and science.

Step one, of course, is to decide which accounts -- which businesses to which you sell -- are key to the success of your company. Or, in other words, which of your customers are of "strategic" importance to your business. These may not be your highest volume clients.

Step two -- more difficult than it might sound --  is to determine how to manage the relationship.

Managing the relationship covers everything from which sales reps to assign, in which geographic areas,  to what discount levels to offer, under what circumstances, on which products and services, and at what payment terms.

Advanced Strategic Account Management Workshops brochure   Page 1   Page 2

Frequently Asked Strategic Account Management / Key Account Management Questions: Click here.