The document outlines several sales training courses offered by The Sales Academy including Strategic Negotiations, Selling to Big Companies, Account Management, The Frontline Sales Manager, and The Sales Mastery. The courses range from 2 days to 12 weeks and cover topics such as negotiation skills, managing key accounts, sales management, and professional selling models. Interested parties can contact The Administrator for more details on course contents and booking.

1. Sales Academy Courses
The Administrator,
The Sales Academy
Growth Partners
P.O Box 51672-00100 Nairobi
Tel: 020 8012627 Cell: 0720 790 173
Email: coach@growthpartnerske.com

2. Strategic Negotiations Selling to Big Companies
Course Content Course Content
1. Negotiation Outcomes 1. The Big Company Buying Situation
2. Success Factors in Negotiation 2. Strategy of Getting into the Big Companies
3. The Effective Negotiator 3. Dealing with different buying interests
4. Negotiation and Personality 4. The Key buyer Influences and the buying motivations
5. The Power of Preparation 5. Managing the Selling Process
6. Ethics in Negotiation 6. Reach the decision makers
7. Prospecting in Large Companies
Duration 2 days
Duration 2 Days
Account Management
The Frontline Sales Manager
Course Outline:
1. Challenges in Account Management Course Outline
2. Account Definition Criteria 1. Role of a Sales Manager
3. Key Account Management Process 2. The Sales Managers Focus
4. Account Management Dashboard 3. Factors Affecting Sales Team Performance
5. Account Planning 4. The Sales Fitness Check
6. Account Acquisition Strategies 5. Key Performance Measures in Sales Management
7. Account Growth Strategies 6. Sales Planning and Forecasting
8. Defending Accounts from Competition 7. Converting Great Plans into Results
9. Relationship Management 8. Territory and Accounts Planning
10. Tools for Account Management 9. Territory Management
11. Territory Planning 10. Effective Sales Leadership
12. Time Management 11. Sales Force Coaching and Mentorship
12. Sales Motivation and Incentives
13. Tools for Sales Management
Duration: 2 Days
Duration: 2 Days

3. The Sales Mastery
Course Outline
1. Self Discovery: Know your Sales Personality 10. Rapport Building
2. Self Motivation 11. Persuasion Techniques
3. Sales Success Behaviours 12. Managing Sales Relationships
4. Sales Time Management 13. Making Effective Presentations
5. The Selling Image 14. Negotiation Skills
6. The Sales Success Framework 15. Relationship Building
7. Managing the Sales Pipeline 16. Writing Effective Proposals
8. Professional Selling Models 17. Leveraging the Internet
9. Lead Generation and Management 18. Sales Tools
Duration 12 Weeks (Evening /Weekend Only)
All these courses can be tailored to your unique organizational needs.
For all enquiries on course contents and booking contact
The Administrator,
The Sales Academy
Growth Partners
P.O Box 51672-00100 Nairobi
Tel: 020 8012627 Cell: 0720 790 173
Email: coach@growthpartnerske.com