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Introduction and Coverage
The job of salesperson has become quite difficult with buying cycles in IT sector getting longer and less predictable, sales calls taking more time and cost, buying centers becoming more complex and sophisticated. In such conditions, the role of salesperson is to save resources like money, and time and yet provide value to the customers that benefit their expectations.
This programme will provide a framework for understanding several nuances of selling to major accounts in the Information Technology domain. The programme would broadly cover the following four aspects in major account selling;
- Understanding the nature of IT business
- Value of Intelligence
- Strategizing the major account planning
- Key issues in selling to major accounts
- Managing the Major Account Team for productivity and value creation
Who Should Attend?
Executives in the IT Industry who are of the following ranks; Project Managers aspiring to be Sales Professionals, Business Development Managers, Business Relationship Managers, Business Managers
Benefits of attending the Programme
This programme offers several tools and techniques that
- improve the sales performance, especially when selling to major accounts
- enables to understand the needs of the customers and buying centers
- enables to create value to the customer as expected by them
- helps in planning and implementing major account relationship strategies
- helps in motivating and leading sales teams involved in major sales.
Programme Fee Non
Residential - 28500 + Service Tax 10.3% Last Date
24 January 2013
FACILITATOR
Prof.
G. Sridhar & Prof.Rajesh U.
Scheduled Dates :
G. Sridhar is a double doctorate in the marketing area. His first thesis was on consumer behavior from Kakatiya University and the second one was a Fellow Programme from Institute of Rural Management, Anand (IRMA), Anand. He has worked over a decade in industry and academics. His areas of interests include rural marketing and sales management. In rural marketing he has co-organised conferences, co-edited books, (co)authored book chapters and published articles in national and international journals. He has conducted training programmes on the theme. On Sale Management he published papers and conducts training programmes on the themes like accelerating sales force performance, personal selling and customer service.
Rajesh Srinivas Upadhyayula is a Fellow in Management from Indian Institute of Management, Ahmedabad. His work experience is eclectic and spans industry, academia and non-profit sectors. Prior to joining this institute, he was working as Manager, Strategic Planning and Head of Marketing Intelligence & Direct Marketing at Tata Consultancy Services. His current area of research interests are in the area of professional service firms especially IT and ITES firms.
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