Successful Sales Performance and Account Management

By the end of the program, participants will be able to:


Know the role and tasks of a sales person.
Recognize the company’s sales objectives and strategies.
Be familiar with the characteristics of effective sales objectives.
Participate in setting sales objectives and strategies.
Participate effectively in preparing sales plans.
Monitor and develop their performance through detailed performance analysis and review.
Manage Sales Development & Sales Preparation issues.
Recognize the role, purposes and importance of account management.
Develop a structured account management approach in order to make them more effective at finding their own successful selling solutions.
Understand the key elements of accounts in the context of a practical working environment.
Realize the role of account management in decision making.
Negotiate a Win-Win Situation ensuring longer-lasting relationships.
Recognize Buying Signals and overcome problems while closing the sale.
Manage larger, more complex accounts through the development of Account Strategy.