Course Objectives

By the end of the course, participants will be able to:

• Define the functions of strategic selling and their importance for the commercial organization
• Identify and prioritize key accounts to measure their profitability and qualify their strategic importance for their company
• Classify the different levels of customer relationships to enhance the way they interface with customers
• Develop customer-focused action plans and strategies needed in the development of key accounts
• Build core key account competencies to meet the ever-changing challenges in the market

Course Methodology

The course relies heavily on an interactive approach. Participants will enjoy working with business cases extracted from real-life situations taking them from understanding the situation to finding a solution. The course leverages role-play techniques where participants work and present scenarios related to deal negotiation, building relationships, or problem resolution. Such role-plays foster confidence, analytical thinking, and a teamwork mentality.

Target Competencies
• Characteristics of successful salespeople
• Selling and handling objections skills
• Strategic selling process & purpose
• Communication skills
• Customer service and retention
• Empathic outlook