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Much selling today is done by companies to other companies. If you have a very large customer account, it could be a key, global or strategic account and vital to you achieving your overall business growth targets. How you manage such an account is a huge subject in its own right called Strategic Account Management (SAM). This simulation helps you understand and apply the key principles of effective SAM (and KAM and GAM). It will help you segment the account into its various buying centres, pick the best sales opportunities, develop superior value propositions compared to competing global suppliers, develop a growth strategy, a good account plan and
improve your execution skills. It will also help you to understand the procurement function and how to deal with it more effectively.
This simulation includes key proven tools to help you establish a realistic growth strategy for a major customer account– with services definitely in the picture.
If you want to sell more to large, complex, global customers then this is the simulation for you.
“It really helped us to understand good Strategic Account Management principles and how to apply them to our business. Using a SAM simulation significantly enhanced the overall learning experience.” – Program Manager, Customer Relationship and Account Management (global corporation)
