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The Business Development Programme

Home > Courses > The Business Development Programme

So much of our daily life is about selling, whether it’s our company, our products or ourselves. Effective sales strategies and techniques not only deliver for your company’s bottom line, but also grow market presence and customer relationships.

Whatever your experience level, we can all improve.  

This interactive, two day course will provide delegates with a sound understanding of the key principles of selling and account management. It will also provide delegates with the tools, techniques and confidence to improve their influence and profitability.

The course uses a wide range of learning techniques including case studies and role play exercises designed to reinforce key messages and lessons. It is shaped to suit both those new to sales and account management as well as those with more experience looking for a more formal skills toolkit.

Day 1: Effective Selling & Influencing
Day 2: Account Management Fundamentals

Course dates coming soon...


Please register interest below and we will keep you updated

All dates & locations
Other courses that may interest you
Overview Agenda All Dates/Locations

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.

Agenda

Day One

TimeSession

9:00

Registration and refreshments

9:30

Course commences
Welcome and introduction
Course aims

10:00

Influencing techniques
Why people buy

11:00

Refreshment break

11:30

Features and benefits
Questioning

13:00

Lunch

14:00

Active listening
Negotiation

15:30

Refreshment break

16:00

Closing techniques
Handling objections
Overnight case study

17:00

Close for the day

Day Two

TimeSession

09:00

Registration and refreshments

09:30

Course commences
Welcome and introduction
Aims and objectives

09:45

What is account management?

  • Principals, definitions
  • Approach and model
  • Account Selection

10:00

Environmental and Market place assessment

  • Assessing account factors

11:00

Refreshment break

11:30

Developing your account plan

  • Setting your goal - opportunity assessment
  • Targeting key customers - account mapping

12:30

Lunch

13:30

Account planning

  • Reviewing all factors - decision criteria analysis
  • Assembling your strategy - developing solutions

14:30

Shaping the plan

  • Take action - key steps and approaches
  • Developing CSFs, objectives and action plan

14:45

Refreshment break

15:15

Finalising the account plan

16:00

Review

16:30

Conclusion and close

All Dates & Locations

Date Venue Price from: Status Spaces Book Now Enquire

No dates are available.

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.

Agenda

Day One

TimeSession

9:00

Registration and refreshments

9:30

Course commences
Welcome and introduction
Course aims

10:00

Influencing techniques
Why people buy

11:00

Refreshment break

11:30

Features and benefits
Questioning

13:00

Lunch

14:00

Active listening
Negotiation

15:30

Refreshment break

16:00

Closing techniques
Handling objections
Overnight case study

17:00

Close for the day

Day Two

TimeSession

09:00

Registration and refreshments

09:30

Course commences
Welcome and introduction
Aims and objectives

09:45

What is account management?

  • Principals, definitions
  • Approach and model
  • Account Selection

10:00

Environmental and Market place assessment

  • Assessing account factors

11:00

Refreshment break

11:30

Developing your account plan

  • Setting your goal - opportunity assessment
  • Targeting key customers - account mapping

12:30

Lunch

13:30

Account planning

  • Reviewing all factors - decision criteria analysis
  • Assembling your strategy - developing solutions

14:30

Shaping the plan

  • Take action - key steps and approaches
  • Developing CSFs, objectives and action plan

14:45

Refreshment break

15:15

Finalising the account plan

16:00

Review

16:30

Conclusion and close

All dates & locations

Date Venue Price from: Status Spaces Book Now Enquire

No dates are available.

Related Courses & Events


Not quite found what you were looking for? Why not have a look at these other courses and events that may be of interest.

01

Contract Negotiation Skills

02

Mini MBA in Business Leadership

03

Role of the Finance Director

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