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Who should attend Selling to Major Accounts: A Strategic Approach
Sales professionals, including account managers, sales representatives and sales executives—as well as sales managers and vice presidents and directors of sales and marketing who are seeking best-practice techniques used in major account selling today. A minimum of three years of sales experience is recommended.
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Selling to Major Accounts: A Strategic Approach  

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Sales professionals, including account managers, sales representatives and sales executives—as well as sales managers and vice presidents and directors of sales and marketing who are seeking best-practice techniques used in major account selling today. A minimum of three years of sales experience is recommended.

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Seminar Summary:

Calling on major accounts is time-consuming and risky. Develop the account strategy that will get you the best return on your investment! (see full course description)

 
 

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Training Course Syllabus:


You can no longer afford to expend energy on account development without a plan or focus. Major account selling requires a long cycle and a big investment of resources. That’s why today’s successful sales professionals are more than just tactical pros…they’re strategic experts. Now, learn how to develop a strategic selling plan that will save you time, money and hassles by identifying the right account and project, why your offer matters to them, what it takes to assure their long-term relationship and how to move them along the pipeline quickly.

BENEFITS

• Enhance sales performance while expending less energy • Gain customers’ loyalty by understanding their needs • Increase the business from existing accounts • Shorten the sales cycle by identifying and removing internal and external bottlenecks • Sell only to prospects predisposed to buy from you • Become more efficient at account maintenance • Create a clear sales plan that keeps you organized • Learn ways to get referrals from existing customers

OUTLINE

• The changing environment: the salesperson as strategist • Developing the strategic plan: thinking “big picture” • Establishing goals, objectives and indicators to enhance major-account performance • Skills needed for selling to major accounts • Qualifying your best opportunities: your likeliest sources for RTEM (Return on Investment of Time, Effort and Money)

Seminar Summary:

Calling on major accounts is time-consuming and risky. Develop the account strategy that will get you the best return on your investment! (see full course description)

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