Selling to Major Accounts

Canadian Management Centre
Calgary, Ottawa, Toronto, Winnipeg, Canada

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' Calling on major accounts is time consuming and risky. Develop the account strategy that will get you the best return on your investment.

You can no longer afford to expend energy on account development without a plan or focus. Major account selling requires a long cycle and a big investment of resources. That¡¯s why today¡¯s successful sales professionals are more than just tactical pros¡­they¡¯re strategic experts.

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HOW YOU WILL BENEFIT

Enhance sales performance while expending less energy
Gain customers¡¯ loyalty by understanding their needs
Increase the business from existing accounts
Shorten the sales cycle by identifying and removing internal and external bottlenecks
Sell only to prospects predisposed to buy from you
Become more efficient at account maintenance
Create a clear sales plan that keeps you organized
Learn ways to get referrals from existing customers
YOU WILL LEARN

The changing environment: the salesperson as strategist
Developing the strategic plan: thinking ¡°big picture¡±
Establishing goals, objectives and indicators to enhance major-account performance
Skills needed for selling to major accounts
Qualifying your best opportunities: your likeliest sources for RTEM (Return on Investment of Time, Effort and Money)
WHO SHOULD ATTEND

Sales professionals, including account managers, sales representatives and sales executives ¨C as well as sales managers and vice presidents and directors of sales and marketing who are seeking best-practice techniques used in major account selling today. A minimum of three years of sales experience is recommended.
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Phone:1 877-CMC-2519

School Address:

150 York St., 5th Floor,
Toronto, Ontario M5H 3S5
Canada

Jobs & Resumes: Calgary, Ottawa, Toronto, Winnipeg
Houses & Roommates: Calgary, Ottawa, Toronto, Winnipeg

Fundamentals of Marketing
Product Management
Harnessing the Power of PR in the Canadian Marketplace
Pricing Strategies
Marketing For Non-Marketing Managers
Competitive Marketing Strategies
Professional Selling
Sales Management
Controlling the Buyer
Selling to Senior Executives
Time and Territory Management for Salespeople
Advanced Sales Management
Strategic Sales Negotiations
Distributor Sales Network
Decision Making and Critical Thinking
Communicating, Negotiating and Prioritizing
Outrageous Confidence for Administrative Excellence
The Changing Role of Administrative Professionals
Meeting & Event Planning

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