 Sales Manager's Guide To Major Account Selling
by Mark Christie
Add To Cart - Audio CD ($39/cd)
Add To Cart - Immediate Download ($39/download)
Add To Cart - $249 eTraining Package includes all the downloads on this site plus all upcoming live teleseminars. (Click here for details.)
To successfully close major sales within large accounts, salespeople must develop their selling skills beyond the basics. They can no longer rely on just having a few well placed contacts within an account. Today’s sales professional has to locate, assess and sell all of the decision makers that are involved in a major sale. When these accounts are located in various geographic locations or in various countries, coordination of the sales effort becomes a necessity.
The Major Account Selling program is designed to show the sales manager how to help their major/key account salespeople navigate their way through the three major account selling elements, namely (i) basic account management, (ii) opportunity seeking, and (iii) opportunity management. Similar selling and planning techniques that have been adopted by many major successful North American companies such as Coca-Cola, Hewlett-Packard, Marriott Corp, etc. This approach works equally well for smaller organizations who must handle complex sales to major accounts.
Key Topics will include:
- How to define a Major Account, a Key Account and a Minor Account
- Data collection and information gathering
- Uncovering and/or developing opportunities within an account
- Knowing, assessing and gauging key decision makers
- Managing the sale through situation reviews
- Key factor assessments
- Hot spots and danger signals
- Competitive analysis
Add To Cart - Audio CD ($39/cd)
Add To Cart - Immediate Download ($39/download)
Add To Cart - $249 eTraining Package includes all the downloads on this site plus all upcoming live teleseminars. (Click here for details.)
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