Overview/Description
The most important meeting you'll have with your client is when you show the decision makers that you have the right business fit for their needs. You've done a lot of hard work, so when the curtain goes up on your sales presentation, you want an award-winning performance. In this course, you'll learn about the third major component of the strategic account sales (SAS) approach--presentation. First, you'll learn how to plan and develop a high-impact presentation. You'll then explore ways to successfully deliver the presentation to your client audience. And finally, you'll learn how to follow up your presentation and maintain your sales momentum.
Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts
Preparing for Strategic Account Sales (SAS) Presentations
recognize the value of effectively preparing high-impact strategic account sales presentations.
match the steps for creating an effective draft of a strategic account sales presentation to the corresponding aspects.
analyze a given situation and recommend the correct elements to incorporate in an effective draft of a strategic account sales presentation.
apply the steps in the strategic account sales presentation preselling process in a given scenario.
apply the steps for reviewing a strategic account sales presentation draft with a coach in a given scenario.
analyze a given situation and make suggestions for how someone could rehearse a strategic account sales presentation more effectively.
identify the items to verify on the prepresentation checklist.
Delivering the SAS Presentation
select the reasons why it's important to successfully deliver a strategic account sales presentation.
apply the steps for opening a strategic account sales presentation in a given scenario.
differentiate between the strategies used to present the customer-company overview section of a strategic account sales presentation.
differentiate between the strategies used to present the selling-company overview section of a strategic account sales presentation.
match the strategies for presenting the business-fit section of a strategic account sales presentation to the corresponding examples.
choose the one answer that correctly identifies the actions to take when presenting the action-steps section of a strategic account sales presentation.
deliver the "meat" of a strategic account sales presentation in a given scenario.
Closing the SAS Presentation and Moving Ahead
choose the reasons why it's important to effectively close and follow up after a strategic account sales presentation.
match the questions for forming an action plan to the corresponding examples.
match the actions for maintaining momentum after a strategic account sales presentation to the corresponding examples.
maintain momentum after a strategic account sales presentation in a given scenario.