TRAINING SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH
TRAINING SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH
TRAINING SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH
Training Selling To Major Accounts
Training A Strategic Approach
DESKRIPSI SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH
Major Accounts is herein defined as those accounts owed to any of the Accounts Grantors by account debtors that are major oil and industrial companies determined in the sole discretion of Premier and Hibernia to be Major Accounts based on the credit quality of the account debtors. The Agent will notify the Borrower in writing of the periodic determination of Major Accounts. The Agent reserves the right to exclude accounts that are not Eligible Receivables. If the Agent excludes any such account or accounts, the Agent will provide the Borrower with written notice thereof 30 days prior to exclusion of the account or accounts. Any credit balances arising from accounts that are not Eligible Receivables will be excluded from the Line of Credit Borrowing Base. The initial determination of Major Accounts is attached hereto as Exhibit A.
You can no longer afford to expend energy on account development without a plan or focus. Major account selling requires a long cycle and a big investment of resources. That’s why today’s successful sales professionals are more than just tactical pros…they’re strategic experts. Now, in this account management training seminar, learn how to develop a strategic selling plan that will save you time, money and hassles by identifying the right account and project, why your offer matters to them, what it takes to assure their long-term relationship and how to move them along the pipeline quickly.
Perlunya memilih provider training NISBI INDONESIA yang tepat agar pengetahuan kita mengenai SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH tidak salah
TUJUAN TRAINING SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH
- Enhance sales performance while expending less energy
- Gain customers’ loyalty by understanding their needs
- Increase the business from existing accounts
- Shorten the sales cycle by identifying and removing internal and external bottlenecks
- Hone in on prospects predisposed to buy from you
- Become more efficient at account maintenance
- Create a clear sales plan that keeps you organized
- Learn ways to get referrals from existing customers
What You Will Cover
- The changing environment: the salesperson as strategist
- Developing the strategic plan: thinking “big picture”
- Establishing goals, objectives and indicators to enhance major-account performance
- Skills needed for selling to major accounts
- Qualifying your best opportunities: your likeliest sources for RTEM (Return on Investment of Time, Effort and Money)
- Managing and tracking pipeline performance
Dengan mengikuti pelatihan NISBI INDONESIA Peserta dapat berbagi pengetahuan / sharing knowledge mengenai SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH dengan peserta dari perusahaan lain yang bergerak di bidang SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH
MATERI TRAINING SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH
- Learning Objectives
- Identify Your Best Prospects and Persuade More of Them to Take Action More Quickly
- Spot Prospects with a Poor Prognosis for Success, and Avoid Them
- Shorten the Sales Cycle
- Earn More with Less Effort
- Improve the Sales Process to Improve Results
- Apply the Concept of RTEM-Return on Investment of (Sales) Time, Effort, and Money-to Get More out of Your Activity
- Manage Your Performance to Improve It Continuously
- Thinking Strategically
- Address the Challenges Associated with Selling
- Differentiate between Strategy and Tactics
- Apply the Concept of RTEM to Your Efforts
- Know the Four Elements of Your Selling Strategy: What, Who, Why, and How
- The Major Account
- Define What Constitutes a Major Account
- Differentiate Major Accounts from Other Types of Customers
- Understand Your Role as a Major Account Manager
- Develop a Strategic Approach to Managing Your Major Accounts
- What Have You Got to Sell?
- Sell the Strengths of Your Offerings
- Define Your Ideal Customer, and Find Prospects That Match the Profile
- Define the Ideal Project, and Invest Resources to Secure It
- The Selling Process
- Manage the Sales Process More Effectively
- Create Process Milestones Based on the Five Key Prospect Actions
- Define Results Indicators to Improve the Sales Process
- Identifying High RTEM Opportunities
- Improve Your Ability to Qualify Opportunities
- Choose Opportunities with the Best Prognosis and Invest in Them
- Identify “Nonstarters” and Avoid Them
- Managing Relationships
- Manage Internal Relationships
- Manage Customer Relationships
- Distinguish between Business Development and Account Maintenance
- Managing Your Pipeline
- Understand Mathematical Assumptions about Your Pipeline
- Spread Your Risk by Managing the Pipeline
- Manage the Non-Sales Demands on Your Time
- Use Leverage to Produce Referrals
- Emphasize Results over Activity
- Tracking Performance for Continuous Improvement
- Use the Plan-Do-Check-Act Cycle to Improve Continuously
- Develop Meaningful Performance Targets
- Manage Account Performance Strategically
- Create and Maintain Action Plans That Keep You Focused
- Committing to Action
- Know What Elements of This Program Work Best for You
- Plan a Course of Action to Adopt the Learning
- Develop Habits to Lock in New Skills
PESERTA TRAINING SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH
Sales professionals, including account managers, sales representatives and sales executives-as well as sales managers and vice presidents and directors of sales and marketing who are seeking account management training that offers best-practice techniques used in major account selling today. A minimum of three years of sales experience is recommended.
METODE SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH
Metode penyelenggaraan baik secara training online atau training zoom atau training daring maupun training offline atau training tatap muka :
- Presentasi
- Diskusi antar peserta
- Studi kasus
- Simulasi
- Evaluasi
- Konsultasi dengan instruktur
TRAINER/ INSTRUKTUR
Instruktur yang berkompeten di bidang SELLING TO MAJOR ACCOUNTS A STRATEGIC APPROACH
Tim Instruktur NISBI INDONESIA
Kegiatan training dan konsultansi dikelola oleh para tenaga ahli dan instruktur yang berpengalaman dan berkompeten di bidangnya. Ini akan menjadi “kunci” bagi suksesnya aktivitas training dan konsultansi yang dijalankan.Juga menjadi kunci bagi perkembangan perusahaan anda di masa depan.
Calling on major accounts is time-consuming and risky. With account management training, develop the strategy that will get you the best return on your investment!
Karena kompleksnya pelatihan ini, maka dibutuhkan pendalaman yang lebih komprehensif melalui sebuah training.Dan menjadi sebuah kebutuhan akan training provider yang berpengalaman di bidangnya agar tidak membuat peserta menjadi cepat bosan dan jenuh dalam mendalami bidang teknik ini.
Jadwal Pelatihan Nisbi Indonesia 2025
- BATCH 1 : 05-06 Januari 2026 | 19-20 Januari 2026
- BATCH 2 : 02-03 Februari 2026 | 18-19 Februari 2026
- BATCH 3 : 09-10 Maret 2026 | 25-26 Maret 2026
- BATCH 4 : 06-07 April 2026 | 27 – 28 April 2026
- BATCH 5 : 04-05 Mei 2026 | 18-19 Mei 2026
- BATCH 6 : 08-09 Juni 2026 | 22-23 Juni 2026
- BATCH 7 : 06-07 Juli 2026 | 20-21 Juli 2026
- BATCH 8 : 03-04 Agustus 2026 | 19-20 Agustus 2026
- BATCH 9 : 07-08 September 2026 | 21-22 September 2026
- BATCH 10 : 05-06 Oktober 2026 | 19-20 Oktober 2026
- BATCH 11 : 02-03 November 2026 | 16-17 November 2026
- BATCH 12 : 07-08 Desember 2026 | 14-15 Desember 2026
TEMPAT PELAKSANAAN PELATIHAN
- REGULER TRAINING
- YOGYAKARTA, Hotel Dafam Malioboro
- JAKARTA, Hotel Amaris Tendean
- BANDUNG, Hotel Golden Flower
- SURABAYA
- BALI, Hotel Ibis Kuta
- LOMBOK – NTB
- ONLINE TRAINING VIA ZOOM
- IN HOUSE TRAINING
Note :
Waktu dan tempat pelaksanaan pelatihan bisa kami sesuaikan dengan kebutuhan peserta.
Investasi Pelatihan :
Investasi pelatihan selama tiga hari tersebut menyesuaikan dengan jumlah peserta (on call). *Please feel free to contact us.
Apabila perusahaan membutuhkan paket in house training, anggaran investasi pelatihan dapat menyesuaikan dengan anggaran perusahaan.
Fasilitas training membuat dan menggunakan rencana pengembangan diri murah :
- FREE Airport pickup service (Gratis Antar jemput Hotel/Bandara)
- FREE Akomodasi Peserta ke tempat pelatihan bagi peserta training terupdate
- Module / Handout training terupdate
- FREE Flashdisk
- Sertifikat training teknik komunikasi murah
- FREE Bag or bagpackers (Tas Training)
- Training Kit (Dokumentasi photo, Blocknote, ATK, etc)
- 2xCoffe Break & 1 Lunch, Dinner
- FREE Souvenir Exclusive
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