|
Provided by: 123-CBT Computer Based Training The Strategic Account Sales Approach |
 |
Training
Provided by 123-CBT Computer Based Training
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 ensure predictable, repeatable, and measurable results. In this course, you'll learn about the strategic account sales (SAS) 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 on specific selection criteria and start the process of account planning.
|
|
||||||||
The Strategic Account Sales Approach
Overview:
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 ensure predictable, repeatable, and measurable results. In this course, you'll learn about the strategic account sales (SAS) 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 on specific selection criteria and start the process of account planning.Pre-Requisites:
noneTarget Audience:
Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global accountsModality:
WEBLesson:
Strategic Account Sales Essentials| - recognize the benefits of using the strategic account sales (SAS) approach.| - match the components of the SAS approach with examples of the components.| - identify examples of the seven key SAS premises.| - differentiate between a product-focused sales approach and the SAS approach.|Selecting Target Accounts| - recognize the benefits of selecting target accounts.| - identify examples of the four perceptions of value a customer may have.| - identify examples of the ten target selection 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.| - identify examples of the four sections of the strategic account sales (SAS) account planner.| - identify the parts of the account situation section of the SAS account planner. | - complete the account situation section of the SAS account planner in a given scenario.|
About The Training Provider: 123-CBT Computer Based Training
123-CBT Computer Based Training - 123-CBT offers discount pricing on top quality eLearning
programs from leading computer based training providers. Many of the training courses are available both online or on CD so that you can study at home at your own pace:
E-Learning available for
- ABAP 6. 10
- Access 2003
- Acrobat 6. 0
- ASP
- ASP. NET
- C
- Captivate 1. 0
- Crystal Reports 8. 5
- Crystal Reports v10
-...
