Strategic Account Management

Course
en
English
24 h
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Source
  • From www.edx.org
Conditions
  • Self-paced
  • Free Access
  • Fee-based Certificate
More info
  • 6 Sequences
  • Introductive Level

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Course details

Syllabus

Upon successful completion of this course, the student should be able to:

  1. Appreciate the components of common channel partnerships and reseller agreements.
  2. Develop an annual strategic plan for maintaining and growing business with a channel partner and reseller.
  3. Understand the common reasons for relationship friction and the risk of churn.
  4. Execute a framework for handling the most common issues that arise in a channel or reseller partnership.
  5. Appreciate how sellers structure their organization to manage customer accounts
  6. Compare and contrast the roles of customer service with customer success management with account management and key account management
  7. Execute a framework for handing the most common issues that arise in strategic account management involving enterprise accounts.

Prerequisite

QBUS501x - Enterprise Selling

Instructors

Jim Hamilton
Distinguished Faculty Fellow of Sales Management
Queen’s University

Michael Cant
Chief Executive Officer, Blast Group Inc.
Queen’s University

Platform

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