Strategic Sales—Strategic Customer Development

Strategisches Verkaufen – Die strategische Kundenentwicklung
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Total time 60 minutes

Both talent and the right gut feeling are integral in operational sales. On a strategic level, however, it still requires a targeted approach with a system. During this e⁠-⁠learning course, you will learn what key account management is and which steps it involves. You will learn how to identify your key customers and which methods you can use to find out what makes them and their stakeholders tick. The e⁠-⁠training course also discusses answers to the following questions: What options are there for working with my key accounts? And which strategy is the right one? In this way, you will learn how to optimally develop your most valuable customers and achieve more revenue and profit in a partnership that suits both your company and the customer.


Target group

  • Sales people

  • employees in sales

  • inside sales

  • sales field service

  • key account managers, especially in the B2B area

Learning objectives

  • Knowing and being able to classify key account management

  • Being able to identify your own key account customers and key people

  • Being able to assess stakeholders correctly

  • Being able to develop a strategic partnership with key customers


Taking a goal-oriented approach
Developing strategies
Focusing on customer satisfaction
Entrepreneurial thinking

Authoring tool



Moderated video lectures
Knowledge Check
Transfer tasks
Key messages
Interactive elements
Animated illustrative videos
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