- Developing Relationships and Managing Accounts
- Major Account Penetration
- Major Account Selling Skills (MASS)
- Sales Management
- Sales Starters
- Selling Professional Services
- Telephone Technique
- Writing Proposals
Major Account Penetration
This is a 3 day course aimed at new business sales people who are breaking into new accounts.
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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.