Overview/Description
Selling high-value contracts is fiercely competitive, with buyers setting stringent criteria by which to judge prospective key suppliers. Success at this level requires knowledge of these criteria and an awareness of what will be required to ensure that your proposition is viewed most favourably. Using "stripped down" project management techniques, this course outlines the analysis and planning processes required to direct executive-level sale tasks and events towards a positive outcome.
Target Audience
Sales people who sell at an executive level and who are currently involved with obtaining and maintaining key/major accounts. Also, those sales people wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing, newly-promoted or recently appointed executive-level sales people.