PAUL 680 (07) - BiP-Competitive Intelligence Topics

BiP:C/Strategic Account Mgmt

Durham Paul College of Business&Econ::Paul College Business & Econ
Online Course Delivery Method: Online Synchronous
Credits: 2.0
Class Size: 25 
Term:  Spring 2025 - Full Term (01/21/2025 - 05/05/2025)
CRN:  56014
Grade Mode:  Credit/Fail Grading
Business in Practice: Competitive Intelligence develops students' abilities to gather, analyze, and distribute information and ideas about products, customers, competitors or the external environment. An emphasis is placed on experiential learning and instruction from business professionals. Rotating topic courses are offered to meet the needs of the ever-changing business environment. Cr/F, unless noted as letter graded in the section or additional course description.
Section Comments: Strategic Account Management
Registration Approval Required. Contact Instructor or Academic Department for permission then register through Webcat.
Repeat Rule: May be repeated for a maximum of 8 credits.
Only listed campus in section: Durham
Only listed colleges in section: Paul College of Business&Econ
Classes not allowed in section: Freshman

Times & Locations

Start Date End Date Days Time Location
1/21/2025 5/5/2025 R 11:10am - 12:30pm ONLINE

Additional Course Details:

Key Strategic Account Management : 

A customer-centric strategy is vital in any business organization. Understanding and enacting key strategic account management (SAM) enables organizations to foster stronger, more resilient connections with customers, which promote immediate commercial opportunities and contribute to sustainable long-term growth and success that aligns with the customer’s goals.  

Supporting a company strategy, student teams will identify, evaluate, and formulate a proposed collaborative customer partnership. Leveraging foundational strategic account management (SAM) concepts and approaches, such as voice-of-customer(VOC) methods, buy-sell hierarchy, value stream mapping, students develop a strategic account plan (SAP) for that customer account. Through the development of the SAP, the commercial team will focus on customer needs and interests to build a long-term relationship by assessing areas of high alignment with customer goals and creating increased value/satisfaction.