Online Account Executives eLearning

Sales Skills Gaining Customer Commitment In Sales Skills: Gaining Customer Commitment, you will learn how to establish credibility and develop relationships with your clients, as well as what questions you should ask clients when determining their needs. You will also learn the three stages of need, how to determine which stage of need a client is in, and how to help clients envision themselves benefiting from your product or service. In  more...

Effective Presentations The Presentation Process ...na Albert and Nathan Iverson, two of Icon International's account executives. The three of you are meeting to discuss upcoming on-location sales presentations about Icon's Worldwide Network Solution. It is your responsibility to answer their questions about delivering presentations to large groups and to help them overcome their nervousness about giving their presentations. Unit 3: Delivering  more...

Essentials of Management Succeeding as a New Manager ...ts. Nathan Iverson, Melissa Brown, and Luis Encinias, all Account Executives, have concerns and productivity issues that need to be resolved. During this simulation, you need to deal with their concerns and respond in an appropriate manner. Additionally, you need to confront a rumor that the Account Executives' sales quotas are increasing in the next few weeks. Unit 3: Gaining Respect as a  more...

Change Management Adapting to Change Change Management: Adapting to Change develops participants' ability to effectively handle organizational changes. It familiarizes them with the three phases of the transition process, enabling them to understand their own-and others'-needs and responses at each phase. Learn To Distinguish between change and transition. Understand the  more...

Facilitation The Effective Facilitator ...Iverson, Amanda Douglas, and Mike Becker, three of Icon's Account Executives. Your department's revenues have been declining steadily over the last six months. The four of you are responsible for creating a plan to increase the team's sales volume during the next quarter. Although you are a member of the team, you will facilitate this meeting to encourage new thinking on the problem. Unit 3:  more...

Correcting Performance Problems Disciplining Employees ...rces Assistant, to discuss the performance of one of your Account Executives, Eric Pullman. Eric has had problems correctly completing the order forms for his sales transactions, which could be deemed as a failure to meet Icon's quality standard. If you determine there is sufficient cause to take action with Eric, you must work with Carla to prepare for the disciplinary interview. A good  more...

Managing Change Managing Yourself Through Change ...n Overview: You will meet with a District Manager and two Account Executives to discuss the recent merger of two product lines. Your goal during this meeting will be to focus on the effect the merger will have on the sales team. Unit 3: Moving Forward (1 - 1.5 hours) Identify people a a s needs during the new beginnings phase of transition.  more...

Team Conflict Working in Diversified Teams ...h Patty Chen, Colleen Ford, and Ronald Spear. You are all Account Executives in Icon's Telecommunications Division, and you have been chosen to work on a team that will develop a proposal for a very large potential client, the Enson Corporation. Enson is looking for a video-conferencing system to install in their multiple branches around the world. The four of you were put on this team because  more...

Team Participation Resolving Conflict in Teams ...ld attend. There has been some conflict about whether the Account Executives should be sent as well. Unit 3: The Process for Resolving Team Conflict (0.5 - 1 hour) Apply the eight steps for resolving team conflict. Apply the principles for handling team conflict. Explain how to resolve conflict between yourself and another  more...

Brand Management Managing Brand Equity ...ergy drink that has experienced incredible sales numbers. Account Executives report that retailers have received a number of requests for Icon to make extensions of the Carb-X name. Your idea is to create an energy bar, tentatively named Carb-AR, which will include essential nutrients, taste great, and be available at a reasonable price. At prior meetings your team has tentatively approved your  more...

Achieving Success Without Authority Personal Accountability In this course a Achieving Success Without Authority: Personal Accountability a ? you will learn the importance of personal accountability for achieving success. This course teaches you about self-reliance and how you can achieve it through personal accountability. In addition, you will learn how to have effective working relationship, the skills you need for coaching, and the steps to  more...