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Working with Your Customers Key Players
by Skillsoft - Business
Strong customer relationships are essential for long-term sales success. In this course youll learn about the second major component of the Strategic Account Sales (SAS) approach--communication. Youll start by learning about developing coach relationships in your target account. A vital part of your sales effectiveness depends on finding contacts at target accounts that can become part of an internal "network of coaches" for the sales process. Then youll learn about gaining access to senior-level management and dealing with "gatekeepers." By effectively communicating with the right people in your accounts youll help to ensure positive sales results ...
$75.00
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Delivering High-impact Sales Presentations
by Skillsoft - Business
The most important meeting youll have with your client is when you show the decision makers that you have the right business fit for their needs. Youve done a lot of hard work so when the curtain goes up on your sales presentation you want an award-winning performance. In this course youll learn about the third major component of the strategic account sales (SAS) approach--presentation. First youll learn how to plan and develop a high-impact presentation. Youll then explore ways to successfully deliver the presentation to your client audience. And finally youll learn how to follow up your presentation and maintain your sales momentum. ...
$75.00
Details
Communicating in Sales Teams
by Skillsoft - Business
You already recognize that information is power but do you understand the role that communication plays in disbursing information? The success of organizations in todays business climate depends on the fast efficient dissemination of information and that can only come about through effective communication. This fact is true at the corporate level at the sales level and indeed at every level of the company. At a time when rapid change is now the norm employees need information so that they can make the best decisions quickly. ...
$75.00
Details
Building a Winning Sales Team
by Skillsoft - Business
Championship teams win titles because they are comprised of members who are talented athletes possessing the right combination of skills attitude and enthusiasm to go out and win. The members of a winning sales team must also have the right skills attitude and enthusiasm to be successful. As a sales manager how do you build an effective sales team? This course delivers answers by presenting information and tools that you can use to define your sales team and identify stages of sales team development. Youll discover where to look for qualified sales team candidates and what to look for in submitted resumes. Then youll explore methods for conducting interviews and using a sales skills assessment tool to help you choose the best people for your sales team. ...
$75.00
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Understanding Your Customer
by Skillsoft - Business
Can you imagine trying to sell a product or service to a customer you know nothing about? You probably wouldnt succeed. The better you know your customer the higher your chance for success. In this course youll learn about the first major component of the strategic account sales (SAS) approach: research. Youll start by learning about the key areas to research using the SAS approach and where to find business information sources about your client. Next youll explore researching your customers business and key players and applying what you learn to the process of account planning. And finally youll gain an understanding of the business fit and how you and your customer can both achieve your desired business objectives. ...
$75.00
Details
Conducting Effective Sales Research Meetings
by Skillsoft - Business
Researching your target accounts is important for understanding your customers business. But only by conducting research meetings will you learn the "inside" information you need to truly understand the business fit between your company and your customer. In this course youll learn about bringing your research and communication skills together in strategic account sales (SAS) research meetings. Youll start by learning how to prepare for an effective research meeting. Next youll explore how to conduct research meetings to gather desired information. And finally youll learn how to close and follow up on your research meetings. ...
$75.00
Details
Preparing for the Executive-level Sale Simulation
by Skillsoft - Business
You are a regional account representative with DME Corporation a national direct mail service provider. Your company has recently made a large investment toward the goal of becoming a "one-stop" shop with its new Fulfillment Division. You are charged with selling the new fulfillment service to your existing client base as well as prospecting for new accounts. ...
$75.00
Details
Sales Team Management Simulation
by Skillsoft - Business
During the course of this simulation you will assume the responsibilities of a sales manager for Upper Crust Delectables--a thriving business that distributes gourmet baked goods to hotels and restaurants nationwide. Management has found a high degree of success with its sales force by employing a team approach and you a longtime employee of the company are well versed in the business model leading your team from one sales victory to the next. ...
$75.00
Details
The Strategic Account Sales Approach
by Skillsoft - Business
A successful sales track record doesnt come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help ensure predictable repeatable and measurable results. In this course youll learn about the strategic account sales (SAS) approach for successful sales. Youll start by gaining an understanding of the premises and strategy behind the approach. Then youll learn how to select target accounts based on specific selection criteria and start the process of account planning. ...
$75.00
Details
Using Business Tools to Manage Sales Teams
by Skillsoft - Business
Managing your team is an important part of your job as a sales manager but it isnt the only hat you wear. You also have to manage the business side of your sales manager position. For example you have to know how to forecast sales accurately to determine the goals that your sales team will set. Like many sales managers youve probably asked yourself "How do I successfully and effectively manage the business aspect of my responsibilities?" This course will help you answer that question by providing you with effective business tools. The course includes the basics of the M3 management mode model a tool that you can use to dramatically increase your success in leading the individual members of your team. In addition this course offers you tools that you can use to plan and to manage your sales teams activities. ...
$75.00
Details
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