ProSkill Site Map   |   Contact Us   |   Security & Privacy Home Our Courses Totally Bespoke Training Inclusive Consultancy Inclusive Resources About Us Key Account - Opportunity Management Booking this course If you would like to talk to us about running a Key Account course, please contact us: Tel:  + 44 (0)1789 734343 or email us at admin@proskill.co.uk Complex accounts require careful planning to ensure maximum effectiveness. Key Account (Opportunity Management) allows participants to dissect the decision-process and the players involved. They can therefore draw up an appropriate action plan. Follow with course with Key Account - Opportunity Management Review Overview A complex sale is when there are many activities and people involved in the buying process. The skill of the salesperson is often less important than the strategy employed. Without a strategy we risk talking to the wrong people, at the wrong time, with the wrong objective. With a long sales process, we must monitor the process to ensure it is on-track. This is more than ‘gut-feel.’ We need clear milestones. In a large account it is often difficult to ‘see the wood from the trees.’ We need to be able to plot a way forward that increases our chance of success. This course provides a proven and advanced method and toolkit to aid success in complex sales. Who Should Attend All salespeople, sales managers and sales teams. Duration 1 Day Key Account (Opportunity Management) - Course Objectives Participants will learn: be given an overview of the process involved learn how to analyse an account and it’s decision-making process. learn to anticipate the different roles, behaviour and power exerted by people in decision-making forums learn to use the account analysis and player profiles to target activities for account penetration and defensive strategies learn how to develop a plan to penetrate effectively and work as part of an account penetration team. Key Account (Opportunity Management) - Course Outline Account Penetration Blueprint Blueprint content Key skills Common errors Account Structures Types of decision How to target the different decisions Decision structures Plotting the chain of decisions Analysis Of Key Players The roles played in the decision-making process Types of power The exercise of power Perception status, recognising the perceptions of key people The Account Plan Range of tactics Activity listing Contingency planning Parallel activities   © ProSkill 2003-07 For more information please contact us on + 44 (0)1789 734343 Totally Bespoke Training >> Our Courses >> Customer Care >> Management >> Personal Effectiveness >> Sales   Advanced Selling Skills   Behaviour Management (Sales)   Business Management (Sales)   Creative Selling Skills   Demonstration Skills   Difficult People & Situations   Displacement Selling   Key Account Relationship   Key Opportunity - Management   Key Opportunity- Review   Negotiation Skill Training   Sales Behaviour Versatility & Transactional Analysis   Sales Presentations   Selling Skills   Getting Agreement   Indirect Selling   Presenting Benefits   Proposition Development   Prospecting   Sales Awareness   Sales Proposals   Sales Call   Sales Call & Enquiry   Sales Questioning   Telephone Selling