Course details
This course is aimed at experienced Sales People or Sales Managers who want to develop as professional account managers and in turn increase sales revenue and profit from existing clients.
COURSE OBJECTIVES:
- Understand and be able to apply the principles of client centred selling.
- Plan a professional and strategic approach to assessing and working your key accounts.
- Create and maintain a long-term profitable business partnership.
- Develop your ability to communicate and investigate with professional buyers.
- Understand the principles of professional negotiation and presentation skills.
COURSE CONTENT:
DAY 1 – Introduction to Key Account Management
- To understand the role of a Key Account Manager
- To understand what Client Centred Selling involves
- Be able to utilise time organisation skills
- Be able to understand and satisfy your client’s requirements
DAY 2 – Making your Presentation to Professional Buyers
- To identify and enhance own natural style
- To plan and produce effective presentations
- To increase self-confidence and control nerves
- Be able to connect with an audience
- To improve vocal & visual impact
- To communicate with clarity & conviction
- Be able to use visual aids effectively
DAY 3 – The Negotiation Process
- To learn the recognised steps of "Best practice" negotiation skills.
- To prepare in advance of any negotiation meeting.
- Be able to identify "tradeables" on either side to achieve a win-win result.
- To learn the skill of assertiveness and how to apply it if necessary.
- To understand the importance of two-way communication in a negotiation situation.
- To be able to recognise what stage of the negotiation process you are in at any time.
- Learn how to stay calm and control an emotional situation professionally.
Course Location
About Training & Selection Services Ltd
TSS Training is an established training and development company with offices in Dublin and Cork. they specialise in the development of Managers, Salespeople and Customer Service staff by offering a wide range of business skills development programmes throughout Ireland and the UK.
All of their training programmes can be personalised by their training team and presented exclusively to ytheir staff at ytheir convenience on or off ytheir business premises. The main benefit of in-house training is that any business ctheirse they offer can be modified to satisfy ytheir team’s specific training requirements and company needs.
The objective of all their training programmes is to give the delegate new skills to transfer back to the workplace, thus improving productivity and performance.
WHY TRAIN?
By teaching “Best Practice” skills they can help improve productivity and performance.
Interactive training is an excellent way of motivating and re-energising ytheir staff.
By improving inpidual skill levels you give people new confidence in their own ability and a feeling of ownership of their role in any organisation.
Training enctheirages team building and mutual employee understanding of each-others role in different departments within any organisation.
Helps to boost staff morale and gives employees a feeling of value within their organisation.
Provides a correct foundation for new starters and prevents bad habits forming.
Proven to reduce staff turn-over and help plan long-term career progression.
WHY TRAIN WITH TSS?
Experienced - TSS Training is in business 14 years with over 1,000 clients in Ireland & The UK.
Experienced - they deal with a wide range of clients in many different sectors.
Service - they can supply management and selling styles profiles on ctheirse completion.
Service - Conduct an introduction meeting and a debrief meeting for each programme
See all Training & Selection Services Ltd courses- Assistant Management Accountant Bundle NextGen LearningEUR 52Duration: Upto 20 Hours
- EUR 116Duration: Upto 133 Hours
