Business Account Executive

Core skills and proven techniques to develop business at regional level2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. A shorter version of this course with fewer skill development sessions is also available.

Course Overview:

This module is designed for all Business Account Executives, Regional Account Managers, Territory Managers or Sales Executives undergoing personal development. It identifies the step change from Sales Executive to a Business Account Executive. It also introduces delegates to foundation level business management practice, structured commercial selling and negotiation.

This course is only available as an in-company training programme.

Programme Contents

BAE Job Role,
Purpose,
Responsibilities and Accountabilities
Account Profile and Critical Information
Identifying Customer Strategy and their Needs
Business Analysis (S. W. O. T.)
Construction of Account Plans and Sales Forecasts
Planning for and Conducting the Structured Business Interview
Body Language and Gestures Checklist
Commercial Selling and Negotiation Process (Valuing Concessions)
Profitability and Margins Workshop
Merchandising and Space Management Workshop
Closing the Deal and Call Summary
The Call Report and Written Communication
Personal Organisation - Keeping on Track
Individual Action Plans