Developing Strategic Relationships with Major Customers

This unit aims to provide the knowledge and skills needed to manage and develop business relationships at a strategic level with major customers.  This is sometimes referred to as relationship marketing/ selling, and involves developing a two-way partnership with those customers selected for their current and/or potential importance to the organisation.

It is recognised that such relationships often involve a team of experienced individuals with responsibility for retaining and developing a profitable business relationship with the customer.