Selling to C-Suite Executives Module 1: Targeting the Right Executive

This module begins with an overview of why salespeople need to call at the executive level and the difference between the immediate sale of products and/or services and the need to build lasting relationships with client executives. Participants develop an understanding of the challenges that salespeople encounter when attempting to call on senior executives in client organization and how to mitigate those challenges.

They are then introduced to the JKEA International Case Study – which is a pre-requisite for Module 1 and the case study is used in all three modules of the course. The case study was written around a sales opportunity at a fictitious company (JKEA International) and was developed in such a fashion that professional salespeople, regardless of industry orientation or the types of products or services they sell, could relate to it. The case study highlights why salespeople need to target the right executive in each of their sales opportunities, so as to shorten their sales cycle.

Participants develop an understanding of the key concept of the relevant executive for the sales opportunity, using the JKEA case as a basis for that understanding. They are then able to transfer that thought process to their active sales opportunities.

SKU *: crs-1657768

Sell price $: 24.00

Course Author: Steve Bistritz

Authored on: 2018-12-07 08:26:45 -0700

Course Preview:

Course Short Description:

This course begins with an overview of why salespeople need to call at the executive level.

Course rating: 5.0(1)

Compliance Deep Tag: - None -

Credit Hours: 0

CPE Credits Awarded *: 0

Approval Status: - None -

Course is for: ** Main Course Library **

Course Duration: 0.75

Complexity of Content: Intermediate

Suppress in lists: No

Last Updated/Reviewed Date: March 21, 2024

Prerequisitses:

Read, review and develop an understanding of the JKEA Internationalcase study
Have the worksheet booklet entitled “Managing the Executive Relationship” available

Learning Objective:

Discover the necessity of calling on senior client executives
Identify the relevant executive to call on for the sales opportunity
Recognize the concepts of formal and informal influence and power, as they relate to a specific sales opportunity within the client organization

Learning Tags:

Sales meeting listen

Course Type: Non-CPE Course

crs_type:

Non-CPE Course

Format: on_demand

format_crs:

on_demand

Audit & Accounting: No

Careers: No

Ethics (NASBA): No

Excel: No

Finance: No

Human Resources (HR): No

Internal Audit: No

Leadership & Management: No

Marketing: No

Operations: No

Productivity & Tech: No

Risk Management: No

Sales: Yes

Tax: No

Free Trail: No

Other: No

Field of Study: - None -

crs cat:

Sales

CPA: No

CPD-IES8: No

CMA: No

CFE: No

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CGFM: No

CIA: No

CRMA: No

CPP: No

FPC: No

CTP: No

FP&A: No

CISM: No

CRISC: No

CISA: No

CIST: No

CRFS: No

SHRM-CP: No

SHRM-SCP: No

PHR: No

SPHR: No

GPHR: No

aPHR: No

PHRca: No

PHRi: No

SPHRi: No

crma_irs: No

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Online

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*Program Location:

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*Prerequisites:

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~Credit Details CPP:

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Approved for up to 2.4 FP&A recertification credits by the Association for Financial Professionals

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This activity, ID No. 000000 has been approved for 1.0 HR (General) recertification credit hours toward aPHR™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™ and SPHRi™ recertification through HR Certification Institute® (HRCI®). Please make note of the activity ID number on your recertification application form. For more information about certification or recertification, please visit the HR Certification Institute website at www.hrci.org.

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This program has been approved for 2 Business aPHR™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™ and SPHRi™ recertification credit hours through the HR Certification Institute. For more information about certification or recertification, please visit the HR Certification Institute homepage at www.hrci.org.
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*Prerequisites:

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            <td align="left" valign="middle"><span style="font-size:10px;font-weight:normal;">This activity, &nbsp; <span style="font-size:12px;font-weight:bold;">ID No. 000000</span> has been approved for &nbsp;1.0 HR (General) recertification credit hours toward aPHR™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™ and SPHRi™ recertification through HR Certification Institute® (HRCI®). Please make note of the activity ID number on your recertification application form. For more information about certification or recertification, please visit the HR Certification Institute website at &nbsp; <a href="https://www.hrci.org">www.hrci.org</a>. </span></td>
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*Prerequisites:

No advanced preparation or prerequisites are required for this course.

~Credit Details PHRi:

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            <td align="left" valign="middle"><span style="font-size:10px;font-weight:normal;">This activity, &nbsp; <span style="font-size:12px;font-weight:bold;">ID No. 000000</span> has been approved for &nbsp;1.0 HR (General) recertification credit hours toward aPHR™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™ and SPHRi™ recertification through HR Certification Institute® (HRCI®). Please make note of the activity ID number on your recertification application form. For more information about certification or recertification, please visit the HR Certification Institute website at &nbsp; <a href="https://www.hrci.org">www.hrci.org</a>. </span></td>
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*Prerequisites:

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Hours: 0.75

Free Marketing Course: No

Sponser: Illumeo

Participation: Solo

Instructor: Recorded

Presence: Remote