BHETA provides sales training for key account managers

BHETA has partnered with Birmingham-based training provider, Selling Interactions, to offer an eight-session virtual sales training course for Key/National/Senior Account Managers at member companies.

The course includes:

  • Eight interactive two-hour virtual workshops, delivered every two weeks starting March 2023
    • Group size four to eight people
    • On-the job assignments that build over the programme
    • Help to build an account plan / strategy, or fine tune an existing one
    • High quality training materials covering the key concepts in the programme
    • An experienced sales / account management trainer with hands-on sales experience.

The modules are:

  • Knowing customer channels and opportunities
  • Managing politics to improve influence
  • Negotiation preparation
  • Defending price increases
  • Competitors and competitive advantage
  • Power and dependency
  • Negotiation execution and tactics
  • Core principles of KAM / NAM
  • Account planning and strategic objectives
  • Understanding professional procurement
  • Account plan review
  • Virtual account teaming for strategic success

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