Major Account Penetration

This is a 3 day course aimed at new business sales people who are breaking into new accounts.

Course Content

This course covers the following areas:

  • Choosing which accounts to approach.
  • Gaining access to senior people and dealing with the telephone and PA's.
  • Developing a scouting plan to help broaden contact.
  • Gaining and implementing a Hunting Licence.
  • Getting the second meeting.
  • Using Reference Stories to excite the prospect.
  • Handling the initial meetings and creating opportunities within an account.
  • What to do when there are no immediate opportunities but there will be more opportunities in the future.

Interested in this course?

Then fill in the form on the right.

 

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