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Developing Major Accounts

Practical Training for Professionals

Summary

Price
£516 inc VAT
Study method
Classroom
Duration
1 day · Full-time
Qualification
No formal qualification
CPD
6 CPD hours / points
CPD What's this?
Additional info
  • Tutor is available to students
1 student enquired about this course

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Location & dates

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Location

Address
Edinburgh Training and Conference Venue
16 St. Mary's Street
EDINBURGH
Midlothian
EH11SU
United Kingdom
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Address
Cheadle House
Cheadle Royal Business Park
Cheadle
Cheshire
SK83FS
United Kingdom
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Address
Park Plaza Leeds
Boar Lane
Leeds
West Yorkshire
LS15NS
United Kingdom
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Address
Somerset House
Temple Street
BIRMINGHAM
West Midlands
B25DP
United Kingdom
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Overview

This developing major accounts course is essential for any salesperson trying to develop a major account. Delegates learn how to identify key influencers in the organisation, assess the political strengths and weaknesses of their contacts and allocate sales time accordingly. Delegates complete the course by designing tailor-made strategies for selling more to their major accounts.

This sales training course is available throughout the UK.

CPD Value 5.5 Hours

CPD Value 5.5 Hours

Course Locations

Developing Major Accounts London
Developing Major Accounts Manchester
Developing Major Accounts Nottingham
Developing Major Accounts Birmingham
Developing Major Accounts Bristol
Developing Major Accounts Edinburgh
Developing Major Accounts Leeds

CPD

6 CPD hours / points
Accredited by Approved By Law society

Description

09:30 - 10:00 Coffee & Course Objectives

10:00 - 10:30 Defining the Influencers

(Five types of decision makers defined and a look at what motivates them to influence the buying decision.)

10:30 - 11:15 Finding the Influencers & Finding the Key Influencer

11:15 - 11:45 Defining Why You Win & Lose Business

11:45 - 13:00 Developing Sales Opportunities

(A look at developing existing accounts by making new contacts in different departments/sites. How to sell up as well as across.)

13:00 - 14:00 Lunch Break.

14:00 - 15:30 Knowing Your Key Influencers View on the Competition Better than the Competition Does

15:30 - 16:30 Advanced Sales Strategies for Key Accounts

16:30 - 16:45 Summary & Action Plans Agreed

Questions and answers

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Legal information

This course is advertised on reed.co.uk by the Course Provider, whose terms and conditions apply. Purchases are made directly from the Course Provider, and as such, content and materials are supplied by the Course Provider directly. Reed is acting as agent and not reseller in relation to this course. Reed's only responsibility is to facilitate your payment for the course. It is your responsibility to review and agree to the Course Provider's terms and conditions and satisfy yourself as to the suitability of the course you intend to purchase. Reed will not have any responsibility for the content of the course and/or associated materials.

FAQs

Study method describes the format in which the course will be delivered. At Reed Courses, courses are delivered in a number of ways, including online courses, where the course content can be accessed online remotely, and classroom courses, where courses are delivered in person at a classroom venue.

CPD stands for Continuing Professional Development. If you work in certain professions or for certain companies, your employer may require you to complete a number of CPD hours or points, per year. You can find a range of CPD courses on Reed Courses, many of which can be completed online.

A regulated qualification is delivered by a learning institution which is regulated by a government body. In England, the government body which regulates courses is Ofqual. Ofqual regulated qualifications sit on the Regulated Qualifications Framework (RQF), which can help students understand how different qualifications in different fields compare to each other. The framework also helps students to understand what qualifications they need to progress towards a higher learning goal, such as a university degree or equivalent higher education award.

An endorsed course is a skills based course which has been checked over and approved by an independent awarding body. Endorsed courses are not regulated so do not result in a qualification - however, the student can usually purchase a certificate showing the awarding body's logo if they wish. Certain awarding bodies - such as Quality Licence Scheme and TQUK - have developed endorsement schemes as a way to help students select the best skills based courses for them.
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