The Business Development Programme

Overview

After completing Day 1 delegates will be able to:

• Understand the principals of selling and what makes a successful sales call
• Recognise the different steps of a sales call and how to structure an effective sales call
• Confidently carry out an initial sales call and have examples to use back at work
• Use the tools provided to assist them with the application of a sales call, post call review and managing their diaries and appointments

After completing Day 2 delegates will be able to:

• Understand the principals of account management
• Apply our course tools, to your own accounts when you return to work
• Use account strategies in your own business environment
• Enhance business returns through more efficient account management

Course Leader:

David Murray BA (Econ), ACA

David is the former Head of Sports Rights at the BBC, where he was responsible for negotiating all the BBC’s deals with sporting bodies across its TV, radio and online output. Deals were complex, and included the Olympics, World Cup, Formula 1, Wimbledon, Six Nations Rugby Union and the English Cricket Board amongst many others. He was also a vice president of the European Broadcast Unions’ Sports Committee, which bought rights for 73 members across 56 countries. David now runs his own advisory business whose clients include major broadcasters, media production companies and sports federations. He continues to negotiate deals for his clients on a day to day basis. David teaches The University of Salford’s negotiation courses and is a co-founder of the training and development company, The Better People Organisation.