Building on PLAN Selling 1, this course concentrates on the management of the sales process, negotiation skills and account development:

• What makes a successful salesperson
• Planning for success
• Selling in to larger accounts
• Relationships and interpersonal skills
• The key buying influencers
• The 4 stages of the sales call
• The consultative selling process
• Presentation skills
• Negotiation and closing
• Account development