Overview/Description
You're an architectural renovation sales consultant for The Architectural Services Company (TASC). You sell design and project control services to commercial businesses.
After attending a crowded book reading at Bigler's Books, you determine that the store is a potential customer for your company's services. You use a strategic account sales approach to do research on your own and then conduct research meetings with some contacts that work for the store. Unfortunately, you discover that Bigler's manager has serious reservations about remodeling and expanding. To overcome his objections and gain access to the decision maker, you will need to use effective strategies for dealing with a gatekeeper and emphasize the business fit between your company and the store.
This simulation is based on the SkillSoft series "Strategic Account Sales Skills" and contains links to the following courses: SALE0131, SALE0132, SALE0133, and SALE0134.
Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global accounts.