In the current business environment, characterized by a high rate of change, aggressive competition, and geographically dispersed sales personnel, you need an effective process for developing, documenting, and communicating effective sales strategies and plans.

Program Objectives:

Organize and prioritize your coverage activities by targeting the best prospects, identifying opportunities, and developing strategies for increasing sales.

Program Outline:

Market Analysis - careful, analytical selection of high potential accounts and opportunities

Client Analysis - research the customer, their business, customers, suppliers, competitors, and their needs

Opportunity Analysis - assess your position for the overall account and the individual opportunity

Sales Strategy Development - develop a written work plan, including sales objectives, milestones, and plans

Sales Strategy Execution - communicate the strategy and plan to those who can help in the customer development process