Course Overview
The Short course in Sales and Account Management is an online professional development course that takes you through the phases of executive level sales, and show how best to prepare for client meetings and negotiations. This online course will show you how to prepare, plan and execute sales at an executive level by using practical sales methods and techniques.
Designed to increase your chances of success in your role as an account sales person or account manager, or to allow you to move into such a role, the Short course in Sales and Account Management will give you the knowledge required to make presentations to clients with confidence and provide you with the essential skills needed to negotiated complex sales.
Topics
- Prospecting and research
- Sales roles
- Sales knowledge areas
- Sales success strategies
- Executive-level prospecting
- Prospect planning
- Evaluating prospects
- Conversion ratios
- Customer analysis
- Competitor analysis
- SWOT analysis
- SMART sales objectives
- Critical path analysis
- Effective sales
- Time management
- Delegation
- Complex sales
- Sales and personality psychology
- Buying process
- Three levels of selling
- Influencing sales decisions
- Sales proposals
- Request for proposal (RFP)
- Strategic sales proposals
- Writing style guidelines
- Executive sales presentations
- Negotiation
- Key account development
- Account Salesperson/Account Manager roles
- Strategic partnerships
Assessment
Assignment-based
Course Duration
Course duration: Approximately 25 hours. As a guide, short course courses can be completed within 5-10 weeks of part-time study.
Distance Learning access: 2 months’-learning access, with free extensions available.
