Course description
Selling to Major Accounts: A Strategic Approach
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. Now, in this account management training seminar, learn how to develop a strategic selling plan that will save you time, money and hassles by identifying the right account and project, why your offer matters to them, what it takes to assure their long-term relationship and how to move them along the pipeline quickly.
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
- Hone in on 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
Upcoming start dates
Costs
Course price for:
- Non Members: $2695
- AMA Members: $2395
Certification / Credits
CEU: 1.8
Reviews
Average rating 5
It was my first virtual course, and it definitely exceeded my expectations.
Paul was an excellent instructor and did a fantastic job of providing the course content and thoughtful discussions. I was able to learn some great perspectives and applicable s...
American Management Association Company Info
The American Management Association, International (AMA) is the global leader in talent development. Founded in 1923, AMA supports the goals of individuals and organizations through a complete range of educational products and services, including instructor-led classroom and virtual seminars, webinars,...
I found this course helpful in validating and updating our strategic account process.