Winning the customer
5 Day Course
Do you want to improve your account management skills?
What is the course?
- a practical course for Sales Representatives and Sales Managers who work on complex sales- where more than one person is involved in the decision - and in competitive environments
- an integral component of all sales training programmes
- suitable as a 'one-off' course for experienced Sales Representatives & Sales Managers
- comprises: classroom tuition, practical workshops, a case study, individual coaching, peer and instructor feedback
What are its objectives?
By the end of the course, participants will:
- understand the complex sales environment
- know about competitive strategies
- be able to assess opportunities
- be able to plan and execute a competitive, winning sales strategy
What topics are covered?
- aligning sales activity to the customer's buying process
- political selling
- the decision making unit
- calling on executives
- investment appraisal
- account planning
- competitive selling strategies
- assessing & planning opportunities
- the customers' approval process