Compare courses
University of Salford, Manchester

The Business Development Programme

Add course to comparison

Next dates

Jun 26—27
2 days
Salford, UK
GBP 995 ≈USD 1293
GBP 497 per day


So much of our daily life is about selling and influencing, whether it’s our company or ourselves. Having the best selling strategies and techniques will not only deliver directly to your or your com-pany’s bottom line, but also ensure that you have a market presence and strong customer relation-ships. Whatever your experience level, we can all improve.
This interactive, two day course will provide delegates with a sound understanding of the key prin-ciples of selling and account management and in addition provide delegates with the tools, tech-niques and confidence to deliver improve their influence and profitability. Each day can be taken as a stand alone course on either Sales or Account Management if dele-gates are unable to commit to the full two days. The course uses wide range of learning techniques including case studies and role play exercises targeted to reinforce key messages and lessons. It is shaped to suit both those new to a sales career and/or account management or those with more experience looking for more a more formal skills toolkit.


After completing Day 1 delegates will be able to:

  • Understand the principals of selling and what makes a successful sales call
  • Recognise the different steps of a sales call and how to structure an effective sales call
  • Confidently carry out an initial sales calls and have examples to use back at work
  • Use the tools provided to assist them with the application of a sales call, post call review and managing their diaries and appointments

After completing Day 2 delegates will be able to:

  • Understand the principals of account management
  • Apply our course tools, to your own accounts when you return to work
  • Use account strategies in your own business environment
  • Enhance business returns through more efficient account management


Day One

9:00 Registration and refreshments


  • Course commences
  • Welcome and introduction
  • Course aims


  • Influencing techniques
  • Why people buy

11:00 Refreshment break


  • Features and benefits
  • Questioning

13:00 Lunch


  • Active listening
  • Negotiation

15:30 Refreshment break


  • Closing techniques
  • Handling objections
  • Overnight case study

17:00 Close for the day

Day Two

09:00 Registration and refreshments


  • Course commences
  • Welcome and introduction
  • Aims and objectives

09:45 What is account management?

  • Principals, definitions
  • Approach and model
  • Account Selection

10:00 Environmental and Market place assessment

  • Assessing account factors

11:00 Refreshment break

11:30 Developing your account plan

  • Setting your goal - opportunity assessment
  • Targeting key customers - account mapping

12:30 Lunch

13:30 Account planning

  • Reviewing all factors - decision criteria analysis
  • Assembling your strategy - developing solutions

14:30 Shaping the plan

  • Take action - key steps and approaches
  • Developing CSFs, objectives and action plan

14:45 Refreshment break

15:15 Finalising the account plan

16:00 Review

16:30 Conclusion and close


David is the former Head of Sports Rights at the BBC, where he was responsible for negotiating all the BBC’s deals with sporting bodies across its TV, radio and online output. Deals were complex, and included the Olympics, World Cup, Formula 1, Wimbledon, Six Nations Rugby Union, English Cricket ...
Show more