Course Description
Big sales have many stakeholders. To move the sale forward, we must unravel the politics and know who to meet and/or to lobby, together with their profiles, power and influence.
In a major sale there can be many people in the decision group – decision makers, recommenders, gatekeepers, budget holders, technical specialists, financial evaluators, users, consultants, contract negotiators, purchasing. In this course, we present a graphical tool that helps to unravel the politics and produce a comprehensive contact plan that identifies who we should meet, when and why. |
Learning Outcomes
By the end of the course you will be able to:
- Understand the advantages of capturing organisation charts for key accounts.
- Create profiles of key people in a prospect's organisation.
- Map the politics of an organisation and identify decision makers.
- Analyse key people and be able to influence their decisions.
- Understand the difference between decision makers and decision takers.
|
|
|
Duration
45 – 60 minutes
Language
English
Target Audience
- All salespeople
- Mobile sales force
Course Features
- Subtitles
- Video Presenter
- Multidimensional
- Interactive
- Highly detailed course notes
- Compatible with our app (enables offline study)
- Access via your mobile
|
|
System Requirements
Operating systems:
Windows,
XP/Vista/7/8,
IOS, Android,
Mac OS.
Browsers:
For the best experience we recommend Chrome (26 or above) however ,we also support:
Internet Explorer 9 and above,
Firefox 20 and above,
Safari 5.0 and above,
and Opera 12 and above.
|
|
