Account Management

Course Dates:

Business Benefit :-

China Eggs. No matter how long you nurture them, they never hatch! This course enables Account Managers and Corporate Sales Executives to differentiate between real prospects and ‘china eggs’. Focusing on the skills of qualifying prospective clients throughout the sales process, this course enables Account Managers to concentrate their time on prospects with whom they have the greatest chance of success. This in turn leads to more accurate Sales Forecasts and improves the likelihood of achieving sales targets. Improves the likelihood of achieving sales targets.

Duration 1 Day

TOL – This can be booked as a Time Optimised Learning course

Who should attend?

Account Managers and Sales Executives who wish to make the best use of their time and optimise their sales efforts

Learning Objectives

By the end of this course you will be able to:

  • Accurately ‘qualify’ prospects
  • Demonstrate how ‘qualification’ continues throughout the sales process
  • Describe the 15 key aspects of a potential order
  • Demonstrate the skills required to close a challenging business order

Course Content

  • Defining the skills of ‘Qualification’
  • Identifying ‘real’ prospects and eliminating ‘China Eggs’
  • Effectively dealing with budgets, time-scales and the competition
  • Identifying the decision maker
  • Demonstrating the ‘net gain’ of dealing with your company
  • Keeping control of the sales process
  • Closing the deal

Sales and Customer Service

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