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Selling to Major Accounts: A Strategic Approach

at American Management Association

(3)
Course Details
Price:
$2,695 100 seats left
Start Date:

Wed, Feb 22, 9:00am - Feb 24, 4:30pm Eastern Time ( 3 sessions )

Next start dates (1)

Location:
Live, interactive online classroom
Purchase Options
Description
Class Level: All levels
Age Requirements: 21 and older
Average Class Size: 20
System Requirements: http://event.on24.com/view/help/ehelp.html 

To fully participate in this electronic, interactive and live session, please check your system (or ask your IT department) to ensure it meets the following requirements:

Supported OS, Browser and Additional Requirements
  • Windows 7+ (Microsoft Edge, Latest Internet Explorer, Firefox, or Chrome)
  • Apple Mac OS 10.9+ (*Latest Firefox, Safari, or Chrome)
  • Ubuntu Linux (Firefox only)
  • Android 4.x (Chrome Browser Only)
  • Apple iOs (*Latest version, Safari Browser Only)
* Official support for the "latest" version of a newly released browser, among those noted above, will be added within 8 weeks of public release. Until then, the previous version will continue to be supported instead.

If you are using an unsupported version of a Windows, Mac, or Linux operating system, you may experience difficulty in viewing and/or listening to the event.

Test Your Computer

The audio portion of this AMA web event will be delivered directly through your computer’s speakers or attached headphones. To fully participate in this electronic, interactive, live session, please test your system and review the requirements (or ask your IT department) before the program begins.

Additional Requirements: 
  • Minimum bandwidth requirement is 512 kbps for meeting attendees 
  • In order to access the event, your computer must have cookies and JavaScript enabled. If your operating system currently does not have cookies or JavaScript enabled, contact your network administrator. 
  • POP-UP Blockers must be turned off to access the program. 
Important tip - Please allow 15 minutes prior to joining a session to conduct your set-up and testing!
Class Delivery: AMA's Live Online Seminars are live, interactive, instructor-led courses that are completely user-friendly and accessible from your office or home PC. They’re the perfect time-saving alternative when you want training but can’t get away from the office.

You'll be able to speak to and/or electronically communicate with the instructor's and other attendees. You can also share files, view the instructors desktop, ask questions, tell the instructor to speak louder, softer, slow down, etc. (through simple icons). You'll see what your instructor is writing, view and hear questions and comments from other attendees, and be able to work in subgroups.  A headset is required for optimal communication throughout the Live Online Seminar.

A member of AMA's expert faculty of business professionals will lead your seminar. Beyond our course leaders’ experience in business training, they are specially trained to present AMA's high-quality content in an engaging, live online format.

We want you to feel completely comfortable and ready to go, so we’ll email you before your scheduled seminar and give you all the information you need about the simple set-up process.     

What you'll learn in this sales training:

You can no longer afford to expend energy on account development without a plan or focus. Major account selling requires a long cycle and a big investment of resources. That’s why today’s successful sales professionals are more than just tactical pros…they’re strategic experts. Now, in this account management training seminar, learn how to develop a strategic selling plan that will save you time, money and hassles by identifying the right account and project, why your offer matters to them, what it takes to assure their long-term relationship and how to move them along the pipeline quickly.

Who should attend

  • Sales professionals, including account managers, sales representatives and sales executives—as well as sales managers and vice presidents and directors of sales and marketing who are seeking account management training that offers best-practice techniques used in major account selling today. 
  • A minimum of three years of sales experience is recommended.

How you will benefit

  • Enhance sales performance while expending less energy
  • Gain customers’ loyalty by understanding their needs
  • Increase the business from existing accounts
  • Shorten the sales cycle by identifying and removing internal and external bottlenecks
  • Hone in on prospects predisposed to buy from you
  • Become more efficient at account maintenance
  • Create a clear sales plan that keeps you organized
  • Learn ways to get referrals from existing customers

What you will cover

  • The changing environment: the salesperson as strategist
  • Developing the strategic plan: thinking “big picture”
  • Establishing goals, objectives and indicators to enhance major-account performance
  • Skills needed for selling to major accounts
  • Qualifying your best opportunities: your likeliest sources for RTEM (Return on Investment of Time, Effort and Money)
  • Managing and tracking pipeline performance

Course Outline

Learning Objectives

  • Identify Your Best Opportunities and Persuade More of Them to Take Action More Quickly
  • Spot Prospects with a Poor Prognosis for Success, and Avoid Them
  • Shorten the Sales Cycle
  • Earn More with Less Effort
  • Improve the Sales Process to Improve Results
  • Apply the Concept of RTEM—Return on Investment (of Sales) on Time, Effort, and Money—to Get More Out of Your Activity
  • Manage Your Performance to Improve It Continuously

Thinking Strategically

  • Address the Challenges Associated with Selling
  • Differentiate Between Strategy and Tactics
  • Apply the Concept of RTEM to Your Efforts
  • Know the Four Elements of Your Selling Strategy—What, Who, Why, and How

The Major Account

  • Define What Constitutes a Major Account
  • Differentiate Major Accounts from Other Types of Customers
  • Understand Your Role as a Major Account Manager
  • Develop a Strategic Approach to Managing Your Major Accounts

What Have You Got to Sell?

  • Sell the Strengths of Your Offerings
  • Define Your Ideal Customer and Find Prospects That Match the Profile
  • Define the Ideal Project and Invest Resources to Secure It

The Selling Process

  • Manage the Sales Process More Effectively
  • Create Process Milestones Based on the Five Key Prospect Actions
  • Define Results Indicators to Improve the Sales Process

Identifying High RTEM Opportunities

  • Improve Your Ability to Qualify Opportunities
  • Choose Opportunities with the Best Prognosis and Invest in Them
  • Identify “Non-Starters” and Avoid Them

Managing Relationships

  • Manage Internal Relationships
  • Manage Customer Relationships
  • Distinguish Between Business Development and Account Maintenance

Managing Your Pipeline

  • Understand Mathematical Assumptions About Your Pipeline
  • Spread Your Risk By Managing the Pipeline
  • Manage the Non-Sales Demands on Your Time
  • Use Leverage to Produce Referrals
  • Emphasize Results Over Activity

Tracking Performance for Continuous Improvement

  • Use the Plan-Do-Check-Act Cycle to Improve Continuously
  • Develop Meaningful Performance Targets
  • Manage Account Performance Strategically
  • Create and Maintain Action Plans That Keep You Focused

Committing to Action

  • Know What Elements of This Program Work Best for You
  • Plan a Course of Action to Adopt the Learning
  • Develop Habits to Lock in New Skills


Remote Learning

This course is available for "remote" learning and will be available to anyone with access to an internet device with a microphone (this includes most models of computers, tablets). Classes will take place with a "Live" instructor at the date/times listed below.

Upon registration, the instructor will send along additional information about how to log-on and participate in the class.

Still have questions? Ask the community.

Refund Policy
Transfer, Cancellation and Refund Policy:

For Classroom, Live Online, Express Skills Courses and Webinar programs, you may transfer to a future session, send someone to take your place or cancel without penalty at any time up to three weeks prior to your program. If you provide AMA with less than three weeks’ notice, or fail to attend, you will be liable for the entire program fee. 

Programs included in AMA On Demand offerings are not eligible for substitution, transfer, cancellation, return, or refund. We appreciate that this is an important investment for you and your company and would like to accommodate your needs the best we can. Therefore, please email CourseHorse.

Pricing, Offers, and Discounts Policy:

AMA-delivered programs are eligible for AMA member pricing, GSA pricing, special offers, and discounts as applicable, according to the terms of the specific pricing, offer and/or discount. Third party-delivered programs available through AMA and Express Skills courses are excluded from all discounted pricing, offers, and discounts offered by AMA, including but not limited to AMA member pricing, GSA pricing, AMA Seminar Savings Pass redemptions, AMA SLS Contract pricing, AMA Annual Pass/All-Access Pass, and complimentary registrations of any type.
Start Dates (2)
Start Date Time Teacher # Sessions Price
9:00am - 5:00pm Eastern Time AMA Faculty- the AMA Advantage 3 $2,695
This course consists of multiple sessions, view schedule for sessions.
10:00am - 6:00pm Eastern Time TBD 3 $2,695
This course consists of multiple sessions, view schedule for sessions.

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School: American Management Association

American Management Association

The American Management Association, International (AMA) is the global leader in talent development. Founded in 1923, AMA supports the goals of individuals and organizations through a complete range of educational products and services, including instructor-led classroom and virtual seminars, webinars,...

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