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Provided by: 123-CBT Computer Based Training The Territorial Account Sales Approach |
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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 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.
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The Territorial 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 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.Pre-Requisites:
noneTarget Audience:
Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accountsModality:
WEBLesson:
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 the account situation section of the 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
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- Crystal Reports 8. 5
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