
CATEGORY:
Sales
Selling to C-Suite Executives Module 1: Targeting the Right Executive
Course Access: Lifetime
Course Overview
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.
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