Who Should Attend?
This course is for experienced salespeople who are managing key accounts. It is important that those attending have already completed sales training, as this course is focused on developing relationships and strategies to support existing sales techniques.
About the Programme
The programme focuses on developing a strategy to manage and develop a key account. This leads to looking at the operational processes required to ensure effective account management so as to achieve good working relationships between both parties. Techniques for increasing the penetration throughout the depth and breadth of the account are covered. In addition, the key issues of handling meetings, negotiation, building buyer needs, and understanding emotional influencers which motivate people to buy for different reasons, are examined and discussed. The course is practical in nature and includes numerous exercises that give delegates the opportunity to reflecton how the material relates to their accounts, and to formulate actions they can carry out to achieve successful account management.
Course Objectives
What You Will Gain
Programme Contents
DAY ONE
3 Days - Non-Residential
Location:
Dubai
Delegate spaces available on the following course dates:
Date:
7th October » 9th October, 2008
Brochure Price:
Dhs 4740.00
Online Price:
Dhs 4,503.00 (Save 5% Online)
Before the course each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the tutor to give on-target training that is focused on the individual delegates.
At the end of the course each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals and that will also be an important tool for management reference.
Total investment includes - Training Materials, Lunch & Refreshments.
"Thank you! Would love to attend another training course with Spearhead. Role plays and exercises were carried out exceptionally well. This is important, because it makes everybody ready for similar real life situations."
Telephone Skills & Customer Care -
Telecommunication Industry
sales skills
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marketing plan
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negotiation skills
presentation skills
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Negotiation Skills
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presentation skills
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Advanced Selling Skills
FMCG Selling
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Sales Management Skills
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retail
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Strategic Marketing