Sales & Account Management Fundamentals

Learn how to close deals and build successful client relationships that drive revenue for your business.
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5 week online course
Discussion forums
Video lectures & Live tutorials
Weekly chat sessions
Engaging course notes
High-practical assignments
This is a fully supported, 5-week online training course delivered by our partners Red & Yellow.
The course is developed in collaboration with seasoned sales professionals and its aim is to set you on the path to sales and client relationship success.

Designed with busy professionals in mind, the course provides the freedom to learn independently, but with full support. You will benefit from weekly chat sessions, a dedicated Course Coordinator and an expert Knowledge Officer just an email or phone call away.
Course overview
Who should attend:
  • Individuals new to sales or account management looking for a real running start
  • Current salespeople and account managers looking to become much more effective
  • Sales and account management teams looking to become world class
  • Entrepreneurs looking to increase sales and win clients
Walk way with the ability to:
  • Understand and apply the fundamentals of effective selling and account management in B2C and B2B environments
  • Prospect, network and build your own pipeline of needs
  • Nurture leads through the sales funnel
  • Understand the value of selling solutions and analysis of customer needs
  • Negotiate and close great deals
  • Develop and manage long-standing, lucrative customer relationships
Course Agenda
Module 1: Prospecting and Lead Generation
  • The relationship between sales and marketing
  • Introducing the sales cycle
  • The difference between B2B and B2C sales
  • How to ensure higher conversion rates through qualification
  • How to initiate first contact with customers
Module 2: Nurturing and Challenging Customers
  • Sales techniques
  • Developing winning value propositions
  • How to nurture customer relationships
Module 3: Negotiation and Closing
  • The phases of negotiation
  • Different negotiation and persuasion styles
  • How to be an effective closer
Module 4: Account Management and Relationship Building
  • How to maintain and develop customer relationships to improve Customer Lifetime Value
  • How to unearth new opportunities within your existing customer base
Module 5: Work-based assignment
  • Work on a practical final assignment drawing on everything you've learned so far
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