How to Sell Training from CBT Direct

Territorial Account Sales Skills Curriculum Outline

The Territorial Account Sales Approach

Overview/Description
A successful sales track record doesn't come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help to ensure predictable, repeatable, and measurable results. In this course, you'll learn about the territorial account sales approach for successful sales. You'll start by gaining an understanding of the premises and strategy behind the approach. Then, you'll learn how to select target accounts based upon specific selection criteria and start the process of account planning.

Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts

Expected Duration
3.0 hours

Lesson Objectives:

Territorial Account Sales Essentials

Recognize the benefits of using the territorial account sales approach.

Match the phases of the territorial account sales approach with examples of the phases.

Match territorial account sales premises to examples of those premises.

Differentiate between a product-focused sales approach and the territorial account sales approach.

Target Account Selection

Recognize the benefits of selecting target accounts.

Match the four types of perceived customer values demonstrated by sales people with proper examples.

Match relationship-focused target account selection criteria with examples of those criteria.

Recommend the criteria to work on to expand a client relationship in a given scenario.

Developing Account Plans

Recognize the benefits of account planning.

Match the four sections of the account planner with examples of each.

Match the three parts of the account situation section with examples of those parts.

Complete the account situation section of the account planner in a given scenario.

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Understanding Your Target Customer's Business

Overview/Description
Imagine trying to sell a product or service to a customer that you know nothing about. Do you think it would be an easy process? Probably not. The better you know your customer, the better your chances for success. In this course, you'll learn about the first major component of the territorial account sales (TAS) approach--research. You'll gain an understanding of the benefits of good research and how to gather information from public sources, as well as how to gain an insiders view. You'll then explore the five TAS search elements and how to apply them to researching your customer's business structure, key players, and business fit.

Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts

Expected Duration
3.5 hours

Lesson Objectives:

Business Research Basics

Recognize the benefits of researching your customer's business.

Identify the critical success questions.

Match the five fundamental search elements used in researching target accounts with examples of those elements.

Match business information sources with the types of information found in those sources.

Researching Your Target Account's Business

Recognize the value of researching your customer's business structure and direction.
Match the categories of questions to ask when researching customer profile and direction to examples of questions in those categories.
Match the categories of questions to ask when researching departmental profile and direction to examples of questions in those categories.
Complete the corporate profile and departmental profile areas of the TAS account planner in a given scenario.
Researching Your Target Account's People
Recognize the value of researching the key players and business fit for your target accounts.
Identify examples of the six buying roles.
Match the categories of questions to ask when researching customer organizational structure to examples of questions in those categories.
Match the categories of questions to ask when researching key players to examples of questions in those categories.
Research business information sources and complete the organizational structure and key player profile parts of the TAS account planner in a given scenario.
Match the four aspects of an organizational chart to descriptions of those aspects.
Researching the Business Fit with Your Target Account
Recognize the benefits of determining the business fit with the customer.
Match the steps for determining the business fit with the activities related to those steps.
Complete the business fit statements area in the TAS planner in a given scenario.

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Effectively Using Customer-focused Research Meetings

Overview/Description
In this course, you'll learn about bringing your research and communication skills together in territorial account research meetings. By conducting research meetings, you'll get the inside perspective you need to truly understand your customer. You'll start by learning how to prepare for an effective research meeting. Next, you'll explore how to conduct research meetings to gather desired information. And finally, you'll learn how to effectively close and follow up on your research meetings.

Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts

Expected Duration
3.5 hours

Lesson Objectives:

Preparing for Territorial Account Research Meetings

Recognize the value of preparing for territorial account research meetings.

Match the four steps in the research-meeting process with activities involved in performing the steps.

Identify guidelines to follow when making a call to request a research meeting.

Identify the guidelines for planning research meeting logistics.

Match sections of the research meeting work sheet with examples of those sections.

Conducting Effective Research Meetings

Recognize the importance of conducting effective territorial account research meetings.
Match parts of a research meeting opening with examples of those parts.
Use appropriate statements during the opening of a research meeting in a given situation.
Match the type of question to use with the intended communication strategy.
Use effective questioning skills during a research meeting in a given situation.
Match active listening techniques with examples of those techniques.
Effectively Closing and Following Up on Research Meetings
Recognize the importance of effectively closing and following up on territorial account research meetings.
Correctly sequence the steps for closing a research meeting.
Apply the steps for closing a research meeting in a given scenario.
Identify the points to cover when following up on research meetings.
Follow up on a research meeting in a given scenario.

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Gaining Access to Key Personnel at Your Target Accounts

Overview/Description
In this course, you'll learn about the second major component of the territorial account sales approach: communication. You'll start by learning about coaching relationships. A vital part of your sales effectiveness depends on finding a key contact in each target account that can become your internal coach for the sales process. Then, you'll learn about gaining access to the right level at your target account and dealing with gatekeepers. By effectively communicating with the right people, you'll help to ensure positive sales results.

Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts

Expected Duration
3.5 hours

Lesson Objectives:

Developing Coaches at Your Target Accounts

Recognize the benefits of developing coaches at target accounts.

Identify the qualities of a good coach.

Use the steps to identify potential coaches in a given situation.

Sequence examples of the steps in developing a coach at a target account.

Apply the steps for developing a coach at a target account in a given scenario.

Reaching the Right People

Recognize the importance of contacting the decision maker at a target account.
Match access strategies with examples of those strategies.
Match the steps for using a coach to reach the decision maker to the corresponding examples.
Apply the steps for gaining access to a decision maker through a coach in a given situation.
Sequence the five steps for properly using an access letter to reach the decision maker at a target account.
Select examples of the four content areas of an access letter.
Dealing with Gatekeepers at Your Target Accounts
Recognize the importance of successfully dealing with gatekeepers at target accounts.
Match the four steps for dealing with a gatekeeper to the corresponding examples.
Match strategies for dealing with gatekeepers to appropriate examples.

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Delivering High-impact Territorial Account Sales (TAS) Presentations

Overview/Description
In this course, you'll learn about the third major component of the territorial account sales approach--presentation. Your presentation is the most important meeting you'll have with your client. This is when you show the decision makers that you have the right product and business fit for their needs. You've done a lot of hard work, so when you make your sales presentation, you want it to practically close the sale for you. First, you'll learn how to plan and develop a high-impact presentation. You'll then explore ways to successfully deliver the presentation to your client audience. And finally, you'll learn how to follow up your presentation and maintain your sales momentum.

Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts

Expected Duration
5.0 hours

Lesson Objectives:

Preparing TAS Presentations

Recognize the value of effectively preparing high-impact sales presentations.

Match the actions for developing an effective presentation draft to the corresponding aspects and elements.

Assess a given situation and recommend the correct elements to incorporate in an effective presentation draft.

Apply the actions for preselling a sales presentation in a given scenario.

Apply the actions for reviewing a sales presentation draft with a coach in a given scenario.

Match the actions for rehearsing a sales presentation to the corresponding examples.

Analyze a given situation and make suggestions for how someone could rehearse a sales presentation more effectively.

Match the checklist items to verify before delivering a sales presentation to the corresponding examples.

Delivering TAS Presentations

Recognize the importance of successfully delivering your sales presentation.

Open a sales presentation in a given scenario.

Deliver a territorial account sales presentation in a given scenario.

Closing TAS Presentations and Following Up

Recognize the importance of effectively closing and following up your sales presentation.

Identify the actions to follow when presenting the action-steps section of a sales presentation.

Apply the actions to maintain momentum after a sales presentation in a given scenario.

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Territorial Account Sales Skills Simulation

Overview/Description
You're a salesperson for Soft Hands Shipping Company, a San Francisco, California based firm that specializes in the ground transportation of fragile items. You sell the company€™s shipping services to all types of organizations. Wine Cellar of California sells wine to restaurants throughout the state, and it becomes one of your target accounts. You will do some preliminary research on this company and then request a research meeting with a contact there. Then you will try to develop this contact into a coach in the hopes of enlisting her help in getting past a gatekeeper to gain access to your target account's decision maker. If you gain access to the decision maker, you will need to emphasize your company€™s business fit with Wine Cellar of California, and then attempt to arrange to give a sales presentation. This simulation is based on the SkillSoft series Territorial Account Sales Skills and contains links to the following courses: SALE0111, SALE0112, SALE0113, and SALE0114.

Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts.

Expected Duration
0.5 hours

Lesson Objectives:

Territorial Account Sales Skills Simulation

Researching a target account.

Emphasizing your company's business fit with a target account.

Requesting a research meeting.

Conducting effective research meetings.

Developing a coach at a target account.

Using a coach to gain access to decision makers at a target account.

Dealing with gatekeepers at a target account.

Using a territorial account approach.

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Territorial Account Sales Skills

One of the most important parts of knowing how to sell is in your preparation. You must prepare your sales approach to ensure it can be predicted, repeated and measured for results. In this sales training course for territorial sales, you’ll learn the first important step in the strategic sales approach: research.

Important pieces of the sales process, such as improving your communication skills and understanding your customer’s business, cannot be overlooked or taken for granted. Learn how to understand your client’s desired business objectives and how to mold them match yours. Polish your communication skills to gain a network of coaches, get through a company’s “gatekeeper” to the desk of the decision-maker.

CBT Direct’s online training course on how to sell by territory will help you improve your research, presentation and communication skills to perfect the kind of sales approach that attracts more sales.

Benefits of CBT Direct’s Online Training Course on How to Sell Territorially

CBT Direct boasts the most beneficial online course for sales training on the market. With CBT Direct’s online training, you have the flexibility to study on your schedule, and with the speed and reliability of the internet, CBT Direct’s online training courses in how to sell are accessible anywhere you have an internet connection. Convenience finally costs less with CBT Direct - the most affordable online training solution today.

The unique design of CBT Direct’s online training course in how to sell emphasizes learner initiative, self-management and experiential learning. CBT Direct’s online training course design begins with the definition of user-focused performance objectives and then proceeds to the selection and implementation of instructional strategies and learning activities appropriate for those objectives. This effective instruction model for CBT Direct’s online course in sales training and communication skills ensures the greatest level of comprehension and retention.

Who Benefits from CBT Direct’s Online Training Course on How to Sell Territorially?

Professionals responsible for sales or sales support, business or account development and sales management activities for territorial accounts.

What Will Professionals Learn from CBT Direct’s Online Training Course on How to Sell Territorially?

You’ll learn how to sell by using the territorial account sales (TAS) approach as well as the product-focused sales approach. You’ll gain the tools necessary to select the right target accounts within your territory and even become skilled at expanding your client relationships.

This sales training course will identify the five questions critical to your success in researching and strategically planning your sales approach. You’ll learn how to research your customer profiles as well as your customer’s organization and key players in order to determine the best questions to ask to achieve your researching goals.

Learn how to sell by studying how to prepare for research meetings and conduct effective research conferences by using high-impact questions, active listening and by recommending the appropriate actions to take to get the results you want. Then, study tips and techniques of closing a research meeting to your advantage and how to follow up strategically.

Territorial Account Sales Skills