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.

    • Course Number: SALE0110