Section

• • This Sales Strategy for Major Accounts Course, assumes that you've completed B2B Face-to-Face (SPIN Selling) Course. 
  • Welcome to your Host and Virtual Assistant File
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  Instructions: Clicking on the section name will show / hide the section.

  

• 1

  29 November - 5 December

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  • How Customers Make Decisions
  • • This Week's Study Material

    1. Please study Chapter1 - Course Book - Sales Strategy for Major Accounts. You may also print the pages from the digital book once your account has been activated.  

    This book pops-up in a smaller window. To view the book full-screen, select the expand arrow  It's to the left of the envelope icon  on the top navbar of the book.

  • Sales Strategy for Major Accounts Course Book – Click & Popup Fullscreen URL
  • 2. The videos  below are essential viewing for this week. The system tracking will record the activity as complete once you have viewed it.

  • Video - How To Sell The Most Important Thing Of All: Yourself Page
  • Video - The 6 Skills Every Strategic Account Manager Should Have Page
  • Video - Want To Understand Client Needs ? All You Need To Do Is … Page
  • Video - Developing Key Accounts Page
  • • This Week's Formative Assessments

    Please complete all the assessments and assignments for this week. These formative assessments are for learning, designed to teach you not to test you. 

  • Formative Assessment 1 - How Customers Make Decisions Quiz
  • Interactive Video Quiz – 6 Skills Every Strategic Account Manager Should Have Interactive Content
  • Video Case Study 2 - How Customers Make Decisions Quiz
  • Video Based Assignment 1- How Customers Make Decisions
  • EVERYDAY MOTIVATION. Video Bank - Sales Motivation - Popups. You're not alone. Messages to and from your teacher or other learners on your course. Skype Sessions.

  • VIDEO BANK - Sales Motivation - Popups URL
  • Live Chat
  • Forum - Sales Strategy for Major Accounts URL
  • Skype Peer to Peer Learner to Teacher
  Week
  1
• 2

  6 December - 12 December

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  • Account Entry Strategy
  • This lesson is currently hidden. Only the the first week of this course is currently open for demo

  Week
  2
• 3

  13 December - 19 December

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  • Strategies for the Recognition of Needs Phase
  • This lesson is currently hidden. Only the the first week of this course is currently open for demo

  Week
  3
• 4

  20 December - 26 December

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  • Strategies for the Evaluation of Options Phase
  • This lesson is currently hidden. Only the the first week of this course is currently open for demo

  Week
  4
• 5

  27 December - 2 January

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  • Differentiation and Vulnerability
  • This lesson is currently hidden. Only the the first week of this course is currently open for demo

  Week
  5
• 6

  3 January - 9 January

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  • Strategies for the Resolution of Concerns Phase
  • This lesson is currently hidden. Only the the first week of this course is currently open for demo

  Week
  6
• 7

  10 January - 16 January

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  • Sales Negotiation
  • This lesson is currently hidden. Only the the first week of this course is currently open for demo

  Week
  7
• 8

  17 January - 23 January

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  • Account Maintenance Strategies
  • This lesson is currently hidden. Only the the first week of this course is currently open for demo

  Week
  8
• 9

  24 January - 30 January

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  • Anatomy of a Sales Strategy
  • This lesson is currently hidden. Only the the first week of this course is currently open for demo

  Week
  9
• 10

  31 January - 6 February

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  • Kindle Book Access URL
  • Sales Strategy for Major Accounts - How Customers Make Decisions – Click & Popup Fullscreen URL
  Week
  10
• 11

  7 February - 13 February

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  Week
  11