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Provided by: Serebra Learning Corporation The Territorial Account Sales Approach |
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Training
Provided by Serebra Learning Corporation
A successful sales track record doesn't come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help to ensure predictable, repeatable, and measurable results. In this course, you'll learn about the territorial account sales approach for successful sales. You'll start by gaining an understanding of the premises and strategy behind the approach. Then, you'll learn how to select target accounts based upon specific selection criteria and start the process of account planning. Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts
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The Territorial Account Sales Approach
Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts
Topics
Objectives
- Territorial Account Sales Essentials
- recognize the benefits of using the territorial account sales approach.
- match the phases of the territorial account sales approach with examples of the phases.
- match territorial account sales premises to examples of those premises.
- differentiate between a product-focused sales approach and the territorial account sales approach.Target Account Selection
- recognize the benefits of selecting target accounts.
- match the four types of perceived customer values demonstrated by sales people with proper examples.
- match relationship-focused target account selection criteria with examples of those criteria.
- recommend the criteria to work on to expand a client relationship in a given scenario.Developing Account Plans
- recognize the benefits of account planning.
- match the four sections of the account planner with examples of each.
- match the three parts of the account situation section with examples of those parts.
- complete
About The Training Provider: Serebra Learning Corporation
Serebra Learning Corporation - Serebra Learning Corporation provides technology-based training solutions through a combination of Cortex, its proprietary learning management system (LMS), and a curriculum catalog with over 1,825 current courseware titles. Founded in 1987 (as FirstClass Systems, with a name change to Serebra in 2001), Serebra has over sixteen years" experience delivering e-learning solutions to both...
