Section
- This Sales Strategy for Major Accounts Course, assumes that you've completed B2B Face-to-Face (SPIN Selling) Course.
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Instructions: Clicking on the section name will show / hide the section.
- 1
29 November - 5 December
- ToggleHow Customers Make Decisions
- 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 2. The videos below are essential viewing for this week. The system tracking will record the activity as complete once you have viewed it.
Please complete all the assessments and assignments for this week. These formative assessments are for learning, designed to teach you not to test you.
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.
- 2
6 December - 12 December
- ToggleAccount Entry Strategy
This lesson is currently hidden. Only the the first week of this course is currently open for demo
- 3
13 December - 19 December
- ToggleStrategies for the Recognition of Needs Phase
This lesson is currently hidden. Only the the first week of this course is currently open for demo
- 4
20 December - 26 December
- ToggleStrategies for the Evaluation of Options Phase
This lesson is currently hidden. Only the the first week of this course is currently open for demo
- 5
27 December - 2 January
- ToggleDifferentiation and Vulnerability
This lesson is currently hidden. Only the the first week of this course is currently open for demo
- 6
3 January - 9 January
- ToggleStrategies for the Resolution of Concerns Phase
This lesson is currently hidden. Only the the first week of this course is currently open for demo
- 7
10 January - 16 January
- ToggleSales Negotiation
This lesson is currently hidden. Only the the first week of this course is currently open for demo
- 8
17 January - 23 January
- ToggleAccount Maintenance Strategies
This lesson is currently hidden. Only the the first week of this course is currently open for demo
- 9
24 January - 30 January
- ToggleAnatomy of a Sales Strategy
This lesson is currently hidden. Only the the first week of this course is currently open for demo
- 10
31 January - 6 February
- Toggle - 11
7 February - 13 February
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