This is a complilation item which contains other items ... see the items below for the details and contents of this course.
Item Available as part of Key Account Planning .It has been said that “if you fail to plan, you plan to fail.” This program introduces the Key Account Sales Worksheet, which is designed to help you capture all the information you need to drive your sales efforts. The Worksheet is a general purpose sales planning tool that can be used for every account y
Item Available as part of Key Account Planning .A crucial question in key account selling is, “How do I manage my selling time?” You must identify, categorize, and prioritize key accounts in order to make the best use of the limited time you have available. This shows how to segment your territory into four different kinds of key accounts, and then how
Item Available as part of Key Account Planning .How receptive is a key account to your proposal? It may all depend on that prospects business condition. Are they in boom mode? Bust mode? Somewhere in between? And how does that affect potential sales success? This program explains the “business condition” continuum, and shows you how to use it to priorit
Item Available as part of Key Account Planning .Typically, key account selling focuses on finding unmet needs and then showing why your product or service is the best solution for meeting them. But in some cases, prospects aren’t that far along in their decision process. They don’t necessarily understand the concept or need behind your solution, so they
Item Available as part of Key Account Planning .This is one of the most important programs in the entire series! A product/service feature, in and of itself, provides no inherent advantage to you in a sale unless a prospect thinks the feature is important. This suggests that key account sales can be won or lost based not on your product/service selling skills, but
Item Available as part of Key Account Planning .A key account is not a person in itself, it is a group of individuals all involved in a purchase. So whom do you call on? What are their roles in the purchase? How important are they? Where does their power/influence come from? This program shows you how to identify and analyze the six unique buyer roles you will enco
Item Available as part of Key Account Planning .A critical task in analyzing individual buyers (see “Selling to Key Account Buyers”) is to uncover their motivators…their personal and organization “wins.” This program, completing the key account sales planning process, highlights six general types of win (“E-sy motivation”) a
Categories
ArcLearn specializes in business skills training from leading producers.
All courses are video based which makes them both fun and highly effective.
No long-term contract or committment required.
Administrative functions and record keeping are hosted on our secure server.
Our performance database records student progress & test results.
Your ArcLearn website can be branded with your company's name, logo and corporate colors.
Entirely web based. No need for IT support staff.
