Course description
Developing Major Accounts
This developing major accounts course is essential for any salesperson trying to develop a major account. Participants learn how to identify key influencers in the organisation, assess the political strengths and weaknesses of their contacts and allocate sales time accordingly. Participants complete the course by designing tailor-made strategies for selling more to their major accounts.
This sales training course is available throughout the UK.
CPD Value 5.5 Hours
CPD Value 5.5 Hours
Outcome / Qualification etc.
- 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
Training Course Content
- 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
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Reviews
Expenses
Fee includes all course materials, Participant packs, certification and lunch
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PTP: Practical Training for Professionals - leading provider of sales and management training in the UK
PTP - Practical Training for Professionals, have been delivering practical, hands-on training courses to professionals in the UK since 1991. PTP provide training course in several formats: in-house training, on a 1-2-1 basis or as public courses in more venues...
Well delivered - really engaged with our business and focused on improving our work rather than just content of the course.