'Major
Account
Development
Strategies'
is
an
advanced
course
that
examines
day-to-day
and
strategic
sales
issues
within
very
competitive
markets.
It
addresses
attitudes
to
new
customer/existing
account
development
and
how
to
'maximise'
business
potential
by
developing
professional
concepts
and
strategies
for
improved
selling.
In
other
words,
it
teaches
sales
people
to
be
professional
business
partners
with
their
customers.
Objectives
The
objectives
of
the
course
are
to
build
on
the
current
critical
selling
skills
of
your
staff
and
to
provide
them
with
the
concepts
and
strategies
for
improved
(and
more
professional)
selling
to
existing
customer
accounts.
The
course
also
shows
how
this
approach
can
be
critical
even
after
the
first
'cold
call'
to
a
potential
new
account
thereby
creating
the
best
chance
for
new
account
gain.
Benefits
Improvements
for
your
salesforce
Increased
revenues
from
existing
accounts
Better
control
over
the
sales
cycle
Increased
confidence
with
advanced
selling
strategies
Greater
motivation
for
experienced
salespeople
looking
for
further
challenges
Improvements
for
your
customers
Continuity
of
account
relationship
with
a
supplier
that
understands
business
reality
Products
and
services
that
address
the
buyers
business
development
plans
Increased
market
share
and
protection
of
existing
share
Improvements
for
your
organisation
Increased
profit
Better
motivated
salesforce
Common
strategy
for
sales
and
marketing
staff
Increased
market
profile
Increased
professionalism
Recognising
buyer
perceptions
and
behaviour
The
personal/business
decision
sales
factors
Creative
planning
for
customer
requirements
Strategic
market
penetration
and
account
protection
Partnership
selling
with
long-term
objectives
Proactive
control
over
the
sales
cycle
Confidence
building
through
advanced
strategies
Motivation
building
and
competitive
understanding
Strategies
for
increased
revenues
Increasing
your
company
profile
Increasing
your
professionalism
Content
Needs
&
Relationships
Recognise
personal
needs
that
affect
buyer
perceptions
and
behaviour
Understand
how
customers
needs
are
expressed
Recognise
the
personal
and
business
decision
factors
in
the
selling
process
Anticipate
and
plan
for
customer
requirements
Tactical
Selling
&
Account
Development
Analyse
opportunities,
information
and
uncover
potential
for
your
products
and
services
Develop
your
customer's
awareness
and
understanding
of
their
own
needs
and
opportunities
for
your
products
Shape
solutions
and
commitments
to
help
develop
increased
sales
Planning
Processes
Determine
the
factors
-
plus
and
minus
-
that
affect
the
outcome
of
your
sales
Develop
strategies
that
maximise
your
market
penetration
and
protect
your
existing
accounts
How
to
sell
in
partnership
with
each
account
contact,
establish
calls
and
long
term
business
objectives
for
non-accounts
-
and
to
plan
further
for
the
major
accounts
Video-Based
Case
Study
The
ADS
programme
uses
a
very
well
developed
video
based
case
study
that
centre
on
two
people
who
sell
complex
IT
systems
and
solutions
and
how
they
go
about
their
job.
The
problems
they
encounter
and
the
skills
they
have
to
develop
are
very
real
and
stimulating
to
the
attendees.
