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Strategic Account Management
Strategic Account Management Major and National Account Management
LENGTH OF PROGRAM: 2 DAYS
STRATEGIC ACCOUNT MANAGEMENT combines selling skills with a strategic process that prepares a sales professional to compete at the highest level. It provides an approach and skill set that will help shorten the long sales cycle and position the account manager to maximize opportunities. Designed for the account manager handling your key accounts, STRATEGIC ACCOUNT MANAGEMENT will combine tactics with strategies and provide a foundation to develop and implement clear and successful sales campaigns for actual and current opportunities.
Benefits:
- Implement a proven process that will provide a standard methodology
- Understand the Complex sale and plan a winning campaign
- Learn the steps necessary to prepare an effective sales strategy
- Develop Executive Selling Skills
- Discover how to successfully shorten and control the "long cycle"
- Quickly identify key buying influence behaviors and winning tactics
- Minimize administrative time and maximize selling time
- Learn to prepare and present effective account reviews
- Combine professional presentation skills with demonstration skills
- Program can be modified to address your specific type of sale
STRATEGIC ACCOUNT MANAGEMENT bridges the gap between pure tactical selling with the development and implementation of successful sales campaigns. Actual sales strategies are discussed and created using accounts that your people are presently working with. Your sales people will effectively develop skills to quickly qualify real opportunities and create a strategy that represents their best chance for success.
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