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BHETA offers sales training

The association has partnered with training provider, Selling Interactions, to offer an eight session virtual sales training course for key/national/senior account managers.

The course includes eight interactive two-hour virtual workshops, delivered every two weeks from March for a group of four to eight people. Delegates will be provided with on-the-job assignments and help to build an account plan/strategy, or fine tune an existing one.

The course will also provide high quality training materials covering the key concepts of the course, as well as an experienced trainer with hands-on sales experience.

The modules are:

  • Knowing customer channels and opportunities
  • Managing politics to improve influence
  • Negotiation preparation
  • Defending price increases
  • Competitors and competitive advantage
  • Power and dependency
  • Negotiation execution and tactics
  • Core principles of KAM / NAM
  • Account planning and strategic objectives
  • Understanding professional procurement
  • Account plan review
  • Virtual account teaming for strategic success

Selling Interactions is an international research-led B2B sales excellence consulting and training organisation.

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