Workshop: Creating Strategic Sales
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Creating Strategic Sales (2-day Workshop)
This workshop is for experienced senior sales executives who need more sophisticated skills & techniques
to manage high-level customer relationships & to create strategic sales.
| Content | Importance |
| Customer Strategy |
Strategic sales starts with the evaluation of different types of customer & their specific requirements & expectations. Such an analysis will imply whether a transactional approach is required or a more collaborative relationship. |
| The Value Proposition |
The totality of the organisation's product & service offering provides the opportunity for the seller to develop specific value propositions for particular customers that reflect these customer's specific requirements & expectations. |
| The Sales Process |
A sales process specifies how different customers should be managed from initial contact to eventual purchase to maximise their potential. This sales process is often a combination of activity management & key account planning. |
| Strategic Sales Skills |
High-level sales strategy requires more sophisticated skills & behaviours over & above what is required for basic selling. These include key account management skills, consultative selling & internal influencing & consultancy skills. |