Introduction:
The term strategic selling is brought up frequently when describing sophisticated selling. This course demystifies the term strategic selling into practical approaches to prevent margin erosion while increasing the revenue for sales organization. It also covers the topic of creating high impact presentation slides to support strategic account selling and an insight to the procurement view towards cost and benefit analysis.
Program Objective:
- Perform strategic account planning
- Make effective sales calls
- Negotiate with customer and close sales profitably.
Program Outline:
- Strategic account planning
- Perform customer profile analysis
- Perform customer needs discovery
- Sales call
- Tender response techniques
- Prepare high impact sales presentation slides
- Close sales
- Perform cost benefit analysis
- Negotiation skill
- How to ask customer for commitment
Target Audience:
This 3-day course is intended for corporate sales professional with minimum 3 years selling experience. Often, the pre-sale engineers, consultants may be the targeted audience.
Program Facilitator:
This program will be conducted by Mr. Ken Lim, M Bus (IT)
Date:
24 - 26 January 2011
Venue:
East Asia Institute of Management, Balestier Campus.
9 Ah Hood Road, Singapore 329975
Fee:
S$ 963 (Inclusive of 7% GST)
Contact:
6370 8856 (Sony Haq)
Email:
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A group of 3 pax will enjoy 20% discount
Continuing Edu & Trg 