SELLING TO MAJOR ACCOUNTS ( A Strategic Approach)
SELLING TO MAJOR ACCOUNTS ( A Strategic Approach)
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. This course will show you 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.
Learning Objective
Participants will:
Enhance sales performance while spending less energy
Gain customers’ loyalty by understanding their needs
Increase business from existing accounts
Shorten the sales cycle by identifying and removing internal and external bottlenecks
Home in on 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
Learning Contents
The changing environment: the salesperson as a 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
ROITEM (Return on Investment of Time, Effort and Money)
Managing and tracking pipeline performance
Fee
| Physical | Virtual (local) | Virtual (International) |
|---|---|---|
| ₦ 199,500.00 | ₦ 165,000.00 | ﹩ 165.00 |
Discounts off regular fees for open Programme: 3 -5 nominations 5%
Programme also available as in-plant. Fee: Negotiable
Who Should Attend?
Sales reps and senior sales reps in B2B market.
May 15 – 17,
November 6 – 8 , 2024.
Property of Impact Consulting Nigeria.
