Strategic Selling Skills

The course is designed for senior sales professionals, sales leaders, senior account managers and all individuals who are required to operate at a high level within the sales function.

This course provides the systems and tools to build a credible and coherent sales strategy in order to develop your customer accounts to their fullest potential. You will learn how to accurately analyse your marketplace, understand your customers, and forecast future sales. Delegates will leave the course confident in their ability to create and communicate a clear strategy for all stakeholders in the sales department.

• The skills to conduct a strategic analysis of your business

• The ability to collect and use information to develop a sales forecast

• Accurate target setting based on value and volume measures

• An understanding of your strategic options and how to position your organisation as the "obvious choice"

• An understanding of how customer perceptions affect your competitive position

• A dynamic customer accounts plan

• Enhanced opportunities to achieve preferred supplier status with your chosen customers

• Analysing your current situation - developing analytical skills

• The language and process of strategic planning

• Identifying and understanding buying practices and how organisations select suppliers

• Evaluating your organisation's unique business value and ability to respond to customer requirements

• Supporting your customers and adding value through your products and services

• Undertaking competitor and market analysis and understanding competitive positioning

• Using forecasting techniques to predict future sales trends

• Setting, monitoring and measuring sales targets and objectives

• Understanding strategic options to develop and win new accounts

• Tactical choices - how to turn your strategy into plans and your plans into performance

This course can be taken as part of our Institute of Sales and Marketing Management Level 5 Certificate in Sales and Account Management.

The Level 5 Certificate is a modular qualification specifically designed for established or aspiring sales managers, regional sales managers or key account/relationship managers.

Anyone attending this course will be able to accredit their learning towards the qualification. Talk to one of our learning advisers on 0800 170 7777 to find out how you can get qualified.