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Text File  |  1993-03-26  |  2KB  |  58 lines
  1. THE EXECUTIVE AND COMPETITIVE SELLING PROCESS:
  2. ADVANCED TACTICS                                                 SR2918
  3.  
  4. This course is designed to advance the sales cycle through an
  5. examination of the critical tactics required to gain control of the
  6. competitive environment in an account and secure the business.
  7. Emphasis is placed on developing skills to gain access to key
  8. executives in accounts, build executive credibility, develop a mentor
  9. relationship with key individuals, and inoculate against a competitor's
  10. strategy and anticipate tactics.
  11.  
  12. STUDENT PROFILE:
  13. CSO sales representatives, sales managers, and PSO consultants.
  14.  
  15. PREREQUISITES:
  16. The Executive and Competitive Selling Process - Advanced Strategies.
  17.  
  18. STUDENT PERFORMANCE OBJECTIVES:
  19. Upon completion of this course, students will be able to:
  20. o     Learn the nature of a political conflict in an account.
  21. o     Gain access to and build credibility with key executives.
  22. o     Build and protect a solid base of support through executive
  23.       proposals and competitive inoculation.
  24. o     Formalize and present sales plan.
  25. o     Test sales plans using competitive counter-analysis.
  26.  
  27. COURSE OUTLINE:
  28. Unit 1:     Target Account Penetration
  29.             - Executive Access
  30.             - Executive Credibility
  31. Unit 2:     Target Account Development
  32.             - Identifying Supporters
  33.             - Developing Mentors
  34. Unit 3:     Target Account Positioning
  35.             - Executive Presentations/Proposals
  36.             - Competitive Inoculation
  37. Unit 4:     Target Account Implementation
  38.             - Sales Plan Presentations
  39.             - Competitive Counter-analysis
  40.  
  41. TESTING PROCESS:
  42. In-class skills evaluation.  Post-class reinforcement process.
  43.  
  44.  
  45. FORMAT:        Facilitated classroom with workshops
  46. LOCATION:      Field sales offices
  47. LENGTH:        2 days
  48. AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
  49. LANGUAGE:      English
  50. EQUIPMENT:     None
  51. CLASS SIZE:    25 maximum, 20 minimum
  52. REGISTRATION:  Register via your Training Program Integrator (TPI)
  53. QUESTIONS:     Contact your Sales Force Program Manager or Country
  54.                Education Manager
  55. PROJECT MGR:   Chuck Battipede Telnet/408 447-1219, or Judy Coughlin
  56.                Telnet/203 659-6033
  57.  
  58.