Programme Description
Selling and Account Management (SAM) is designed to provide training for individuals and groups in both products and services selling. Creating sales training manuals specific to the industry, product and service. Workshops to prepare and implement account plans.

Topics:
Who will do your selling?
Selling Phases
Plan, Approach, Call, Close
Deliver, Records, Referrals
Needs and Wants
Customer Profile and Assessment
Product, Benefits, Materials
Letter, Telephone, Network
Target
The One Minute Sales Call
Rational Buying
Questioning
Objections
Direct, Indirect, Alternative
Negotiation
Delight
Follow up, Monitor Quality
Questioning Techniques
Qualification, Objections
Competition
Account Management, Definition, Components
Account Planning
Structure
Challenges, Opportunities
Current Activity
Goals, Strategies and Actions
Resources
Budgets
Plan Implementation
Account Review

Who is the training designed for?
Newly appointed salespersons and Account Managers, those with new responsibility for dealing with customers, and people starting businesses who have not had previous sales experience.

Normal duration: 8-12 hours