Professional Selling & Account Management Skills
NEW!
Understand the subtle human interactions affecting your customer’s decision-making process to successfully close the sale.
How You Will Benefit
- Build upon skills specified for basic selling training, focusing on key and corporate sales needs
- Define and improve your communication skills, while developing effective listening techniques
- Determine the tasks to complete before making a sales call
- Organize and execute effective sales presentations
- Develop techniques on how to efficiently and effectively manage corporate accounts
- Build upon skills specified for basic selling training, focusing on key and corporate sales needs
- Elevate status from solution/product provider to valued provider
Designed for
- Sales Executives and Sales Managers responsible for the management of corporate accounts
- Sales Analysts or Administrative Assistants who support sales team efforts
- Staff responsible for achieving a sales or revenue target that have not attended formal account management training
Course Content
- Skills needed to research opportunities within existing accounts
- Prospecting techniques for new accounts
- Setting account and call objectives
- Use of tools such as SWOT and Supply Chain analysis
- Sales call planning, time management and territory management
- Communication, listening and questioning skills
- Negotiation and influencing skills
- Arranging, setting the agenda for and managing account meetings
- Identifying and maximizing networking opportunities
- Conducting corporate program evaluations, contract administration and performance measurement
- Relationship management: developing customer knowledge, follow-through and understanding of customer needs
- Utilizing account diagnostic tools
- Design and delivery of high impact business presentations
Course availability
If a session is not listed below, this course is not scheduled for classroom
delivery at this time.
Ask about onsite delivery -
All IATA classroom courses can be customised to your
needs and delivered onsite for groups at your location.
Contact us to learn more about this
cost-effective option.
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