Developing Major Accounts
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We have taught hundreds of students to become sound engineers and it is always good and emotional at the same time sharing the success stories.
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Short course
In Manchester, Bristol, Edinburgh and 3 other venues
Description
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Type
Short course
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Level
Intermediate
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Location
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Duration
Flexible
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Start date
May
other dates
This developing major accounts course is essential for any salesperson trying to develop a major account. Delegates learn how to identify key influencers in the organisation, assess the political strengths and weaknesses of their contacts and allocate sales time accordingly. Delegates complete the course by designing tailor-made strategies for selling more to their major accounts.
Facilities
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About this course
Ability to formulate a sales proposal that takes into account the main competition
Strategies for achieving true alignment with the politically powerful people within the customers organisation
Knowledge of how to implement a CRM (Customer Relationship Management) system which incorporates multiple influencers within each company
Reviews
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We have taught hundreds of students to become sound engineers and it is always good and emotional at the same time sharing the success stories.
← | →
Course rating
Recommended
Centre rating
Johnny
This centre's achievements
All courses are up to date
The average rating is higher than 3.7
More than 50 reviews in the last 12 months
This centre has featured on Emagister for 13 years
Subjects
- Accounts
- Sales
- Sales Training
- Developing
- Sales opportunities
- Decision Makers
- Motivates
- Finding
- Influencers
- Makers
- Buying decision
Course programme
09:30 - 10:00 Coffee & Course Objectives
10:00 - 10:30 Defining the Influencers
(Five types of decision makers defined and a look at what motivates them to influence the buying decision.)
10:30 - 11:15 Finding the Influencers & Finding the Key Influencer
11:15 - 11:45 Defining Why You Win & Lose Business
11:45 - 13:00 Developing Sales Opportunities
(A look at developing existing accounts by making new contacts in different departments/sites. How to sell up as well as across.)
13:00 - 14:00 Lunch Break.
14:00 - 15:30 Knowing Your Key Influencers View on the Competition Better than the Competition Does
15:30 - 16:30 Advanced Sales Strategies for Key Accounts
16:30 - 16:45 Summary & Action Plans Agreed
Developing Major Accounts