Major Account Selling is a methodology designed to gain the highest levels of revenue attainment and client satisfaction for teams selling to large, strategic accounts.
Sellers, sales managers and account teams will analyze accounts through the eyes of client management with a focus on key industry trends and business drivers. Course participants will also examine the business-to-business relationships which exist between the client and the team and focus on areas for improvement.
Upon completion of the Major Account Selling course, participants will be able to:- Identify and discuss customer business initiatives
Identify and prioritize high-value sales opportunities
Set and maintain relationship goals and coverage plans
Identify and allocate appropriate resources
Improve or maintain the highest levels of customer satisfaction
Develop a customer executive briefing which communicates the value of the relationship
In Instructor-Led Training, teams leave the workshop with a thoroughly reviewed, tested, and documented Account Plan and a Client Review presentation suitable for use with key client executives.
| Major Account Selling is available in these Training Modalities: |
| ILT |
eL |
 |
 |
| To engage in ILT, Contact Us |
To begin eLearning, Start here |
| Duration: 1 day |
Duration: Approximately 2 Hours |
