Business
Development Strategies
Speaker: Brian Dalzell
This is an advanced Sales/Account Management programme for individuals selling products and services to sophisticated markets. It effectively moves participants from simply being sales representatives to a role of consultant and business advisor, creating a Partnering relationship with the customer in the process.
It is best suited for experienced representatives with previous sales training background. Participants will have the opportunity to analyze and build on existing skills, analyze their current customers/prospects and their territory.
As a two day session we deliver the competencies required to effectively manage accounts and territories. As a three day session we spend more time on skill building and company specific objectives that need to be met at the end of the session. Prior to attending the programme, participants are required to complete a pre-course self audit which helps to direct the focus of the training. Due to the nature and content of this material, it is advisable that the Managers of the participants attend a session prior to, or with, the attendees.
Benefits:
This programme will provide the framework, knowledge, skills and attributes necessary to transform an organization¹s existing sales force into proactive, consultative account managers capable of developing collaborative, partnering relationships for themselves and the organizations they represent and work with.
At the end of this session the participants will be able to:
