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Advanced Selling Skills - Code
no: M&S-14
Workshop Objectives:
This workshop takes the participant through the work process of key account development. It focuses on ensuring the satisfaction of the buyer through processes to generate long term business.
Workshop Contents:
You will come away from this workshop with:
- Complex buying/selling cycle: An overview of the major account
buying and selling cycles and the different tactics used during
the cycle.
- Decision guidelines: This module explains how the decision
in big organization is made, and what is role of the sales rep in
it.
- Closing: Demonstrates to the trainees how to gain the highest
realistic level of commitment for the existing situation.
- Handling customer concerns: This module uses a process that
sets sales people apart as consultants. It explains how to turn
objection into opportunities through resolving their customer concerns
and objections.
- Account maintenance: It focuses on building the sales people’s
competence to maintain and develop business in their accounts.
Language and Handouts:
English language
Duration:
15 hours
Who should attend:
All sales people who deal with major accounts, public sector government or have any kind of big accounts in their territories will benefit from this course.
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