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0.75 Hours (On-Demand)
CPE Not Available

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Steve Bistritz, President
Steve is the creator of SellXL, the leading research-based sales training solution for salespeople selling to the C-Suite. His focus is on helping professional salespeople create, maintain and leverage relationships.
This instructor has 3 courses »To Access This Course:
This module begins with an overview of why salespeople need to call at the executive level and the difference between the immediate sale of products and/or services and the need to build lasting relationships with client executives. Participants develop an understanding of the challenges that salespeople encounter when attempting to call on senior executives in client organization and how to mitigate those challenges.
Participants develop an understanding of the key concept of the relevant executive for the sales opportunity, using the JKEA case as a basis for that understanding. They are then able to transfer that thought process to their active sales opportunities.
Learning Objectives
- Discover the necessity of calling on senior client executives
- Identify the relevant executive to call on for the sales opportunity
- Recognize the concepts of formal and informal influence and power, as they relate to a specific sales opportunity within the client organization
Last updated/reviewed: November 28, 2020
Prerequisites
Course Complexity: Intermediate
- Read, review and develop an understanding of the JKEA Internationalcase study
- Have the worksheet booklet entitled “Managing the Executive Relationship” available
Education Provider Information
Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .