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MANAGEMENT DEVELOPMENT COURSE

Today’s workplace has changed

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  • Time is in short supply

  • How we consume information has changed

  • Attention spans have shrunk

  • Maximising employee productivity is a key commercial objective

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So where is the ‘space’ for learning and development?

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As a team of learning and development professionals with decades of experience between us, we’ve transformed the performance of thousands of individuals, but experience alone is not enough. The method of training delivery is now equally important as the content of the course.

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Lady on telesales course

Telesales Account Management

Technology is changing the way we work, and consequently the role of the Telesales Account Manager is on the rise as we increasingly remotely manage customer relationships.

 

We explore the unique challenges for the Telesales Account Manager as they drive to secure long-term relationships and trust over the phone or video conference. This programme modifies to satisfy training needs of those starting their first role in telesales account management and can be created into a modular programme with other Maximising Sales programmes.

Learning outcomes

By the end of the programme delegates will be able to:

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  • Be able to identify similarities and differences between sales & account management roles

  • Have identified customer types and their motivations, which is relevant to your organisation

  • Have developed soft skills of:

    • Questioning

    • Listening

    • Negotiating

    • Time Management

  • Have developed a personal action & development plan

Programme content covers

  • Telephone Account Management v Field Sales Account Management

    • Similarities & differences of telephone & field account management

    • The step by step consultative sales process

    • Research and setting sales objectives

    • Planning and organising sales activities

    • Understanding customers wants and motivations

    • Recognising customer types and its impact on the sales process

    • Identifying and understanding customers true needs

  • Soft Skills development

    • Using effective communication skills

    • Using questions to discover customers' requirements

    • Dealing with obstacles and objections

    • Building an effective relationship with prospects

    • Making recommendations based on customers true needs

    • Using benefits to present your solutions

    • Recognising buying signals

    • Developing a range of closing techniques to suit different situations

    • Key principles of negotiation

    • Dealing with your time effectively as a sales person

    • Targets and maintaining motivation

  • Action Plan

    • Personal Action Plan

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