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Text File  |  1993-03-26  |  2KB  |  63 lines
  1. THE EXECUTIVE AND COMPETITIVE SELLING PROCESS:
  2. ADVANCED STRATEGIES                                              SR2917
  3.  
  4. This course is designed to provide students with a high-level approach
  5. to developing and managing a complex sales cycle.  Emphasis is placed
  6. on driving an organized sales campaign from a position of competitive
  7. strength with high-level influential executives, including assessing
  8. the value of potential opportunities, setting competitive strategy and
  9. tactics, and working within the political structure of the
  10. organization.
  11.  
  12. STUDENT PROFILE:
  13. CSO sales representatives, sales managers and PSO consultants
  14.  
  15. PREREQUISITE:
  16. Prestudy sent to student upon registration
  17.  
  18. STUDENT PERFORMANCE OBJECTIVES:
  19. Upon completion of this course, students will be able to:
  20. o     Qualify an account/opportunity from a tactical, strategic, and
  21.       competitive point of view on an on-going basis.
  22. o     Drive a sales plan from a goal that links their efforts to a
  23.       customer's critical success factors.
  24. o     Give the strategic component of the sales plan a competitive
  25.       dimension.
  26. o     Do a poliitcal analysis of an account.
  27. o     Test sales plans using competitive counter-analysis.
  28.  
  29. COURSE OUTLINE:
  30. Unit 1:     Target Account Assessment
  31.             - Competitive Qualification
  32.             - Resource Control/Forecasting
  33. Unit 2:     Target Account Planning
  34.             - Constructing the Plan
  35.             - Testing the Plan
  36. Unit 3:     Target Account Strategy
  37.             - Competitive Philosophy
  38.             - Competitive Strategies
  39. Unit 4:     Target Account Control
  40.             - Political Analysis
  41.             - Political Strategy
  42. Unit 5:     Target Account Implementation
  43.             - Competitive Counter-Analysis
  44.             - Sales Communication System
  45.  
  46. TESTING PROCESS:
  47. In-class skills evaluation.  Post-class reinforcement process.
  48.  
  49. FORMAT:        Facilitated classroom with workshops
  50. LOCATION:      Field sales offices
  51. LENGTH:        3 days
  52. AVAILABILITY:  Check Field Training Hotline Calendar (CL40) on HPDesk.
  53. LANGUAGE:      English
  54. EQUIPMENT:     None
  55. CLASS SIZE:    25 maximum, 20 minimum
  56. REGISTRATION:  Register via your Training Program Integrator (TPI)
  57. QUESTIONS:     Contact your Sales Force Program Manager or Country
  58.                Education Manager
  59. PROJECT MGR:   Chuck Battipede, Telnet/408 447-1219; or Judy Coughlin,
  60.                Telnet/203 659-6033
  61.  
  62.  
  63.