Overview/Description
You are a regional account executive with DME Corporation, a national direct mail service provider. Your company recently made a large investment toward the goal of becoming a "one-stop" shop and now offers fulfillment services. You are responsible for selling these new services to your existing client base, as well as prospecting for new accounts.
You have previously identified, researched, and analyzed a promising potential client, MicroGalaxy Inc. They currently use your company for their direct marketing efforts. MicroGalaxy's electronic component supply business is growing so fast that they're having trouble keeping up with fulfillment. Now you are close to closing the deal.
This simulation requires you to negotiate the deal, manage your cross-functional account team effectively to provide good customer support and to ultimately move the relationship to the partnership stage.
This simulation is based on the "Selling at the Executive Level" series and contains links to the following SkillSoft courses: SALE0225 and SALE0226.
Target Audience
Salespeople who sell at an executive level and obtain and maintain key accounts; salespeople who want to move into executive sales roles; and any sales managers with responsibility for coaching existing executive-level salespeople.