Description

Approximate time to complete: 20 minutes (not including short course assessment)

Intended audience: Account Executive, Sales Management

Sales Process Skill Set: Plan

Category: Foundation

Overview:

Principles of Account Planning is a course intended to help account teams identify a framework for account planning and management. This course will also familiarize them with the primary activities to accomplish at each step of the account planning process. In addition, they will be introduced to a tool and method for documenting account planning findings.

Course objectives:

After completing this course, you will be able to:

• Articulate the importance of conducting account planning
• Describe the primary steps and related activities of an account planning and management process
• Describe the value of collaborating and documenting the critical thinking from account planning

Recommended prerequisite courses:

• N/A

Related courses:

• Analyzing People, Power and Politics
• Identifying Current and New Business in an Account
• Prioritizing Opportunities and Allocating Resources