Making the Major Account Sale

Overview

The course is run in an atmosphere of both fun and urgency with a great deal of delegate involvement through discussions, group work and role-plays.

The programme is designed to help delegates in identifying and qualifying major account potential, handling complex sales with multiple decision makers, selling benefits and value added, and developing winning sales strategies.

Course length: 2 days

Designed for:

Sales directors
Sales managers
Account managers
Senior sales executives

Objectives

Delegates will develop practical skills to handle the dynamics in major account sales, so as to:

• Identify, qualify and capitalise on major sales opportunities.
• Sell greater value added.
• Negotiate more profitable sales.
• Implement planning and control techniques to reduce sales cycles and increase account penetration.

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