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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
After completing Day 1 delegates will be able to:
After completing Day 2 delegates will be able to:
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.
Day One
9:00
Registration and refreshments
9:30
Course commencesWelcome and introductionCourse aims
10:00
Influencing techniquesWhy people buy
11:00
Refreshment break
11:30
Features and benefitsQuestioning
13:00
Lunch
14:00
Active listeningNegotiation
15:30
16:00
Closing techniquesHandling objectionsOvernight case study
17:00
Close for the day
Day Two
09:00
09:30
Course commencesWelcome and introductionAims and objectives
09:45
What is account management?
Environmental and Market place assessment
Developing your account plan
12:30
13:30
Account planning
14:30
Shaping the plan
14:45
15:15
Finalising the account plan
Review
16:30
Conclusion and close
No dates are available.
Overview
Agenda
All dates & locations
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