Conducting Effective Sales Research Meetings


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


Overview/Description
Researching your target accounts is important for understanding your customer's business. But only by conducting research meetings will you learn the "inside" information you need to truly understand the business fit between your company and your customer. In this course, you'll learn about bringing your research and communication skills together in strategic account sales (SAS) research meetings. You'll start by learning how to prepare for an effective research meeting. Next, you'll explore how to conduct research meetings to gather desired information. And finally, you'll learn how to close and follow up on your research meetings.

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

Expected Duration (hours)
3.5

Lesson Objectives

Preparing for Research Meetings

  • recognize the benefits of preparing for strategic account sales research meetings.
  • sequence examples of the steps in the research meeting process.
  • match the guidelines to follow when asking for a research meeting to examples of those guidelines.
  • analyze a call to ask for a research meeting in a given scenario.
  • match sections of the research meeting work sheet with examples of information used to fill in those sections.
  • use the research meeting work sheet to prepare for a research meeting in a given scenario.

    • Conducting Effective Research Meetings

  • recognize the importance of conducting effective strategic account sales research meetings.
  • match guidelines for opening a research meeting with examples of those guidelines.
  • match three types of questions with examples of those questions.
  • choose which of the qualities of high-impact questioning are present in a given question.
  • match the guidelines of active listening with examples of those guidelines.
  • recommend appropriate actions to take during a research meeting in a given scenario.

    • Closing and Following Up on Research Meetings

  • recognize the importance of effectively closing and following up on strategic account sales research meetings.
  • sequence examples of the components for closing a research meeting.
  • apply the principles for closing a research meeting in a given scenario.
  • identify the important parts of following up after a research meeting.

    • Course Number:
    SALE0133