The Strategic Account Sales Approach


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
A successful sales track record doesn't come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help ensure predictable, repeatable, and measurable results. In this course, you'll learn about the strategic account sales (SAS) approach for successful sales. You'll start by gaining an understanding of the premises and strategy behind the approach. Then you'll learn how to select target accounts based on specific selection criteria and start the process of account planning.

Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global accounts

Expected Duration (hours)
3.0

Lesson Objectives

Strategic Account Sales Essentials

  • recognize the benefits of using the strategic account sales (SAS) approach.
  • match the components of the SAS approach with examples of the components.
  • identify examples of the seven key SAS premises.
  • differentiate between a product-focused sales approach and the SAS approach.

    • Selecting Target Accounts

  • recognize the benefits of selecting target accounts.
  • identify examples of the four perceptions of value a customer may have.
  • identify examples of the ten target selection criteria.
  • recommend the criteria to work on to expand a client relationship in a given scenario.

    • Developing Account Plans

  • recognize the benefits of account planning.
  • identify examples of the four sections of the strategic account sales (SAS) account planner.
  • identify the parts of the account situation section of the SAS account planner.
  • complete the account situation section of the SAS account planner in a given scenario.

    • Course Number:
    SALE0131