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Selling To Major Accounts: A Strategic Approach Live Online/Virtual



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Learn how to develop a strategic selling plan that will save you time, money and hassles by clarifying who to call on, why your offer matters to them, and what it takes to assure their long-term relationship. Learn how to move them along the pipeline quickly. Learn how to establish goals, objectives and indicators. Keywords: webinar, webinars. 3 days. 1.8 CEUs. Fee per person: $2445, $2195 for AMA members.

*When registering by phone, use Priority Code: XNNT

AMA (American Management Association International)


AMA (American Management Association International)


Customer Service & Sales > Sales

Who Should Attend?

Sales professionals, managers, sales reps, account managers, sales managers, VPs of sales and marketing

We Also Recommend:

Calling on major accounts is time-consuming and risky. With account management training, develop the strategy that will get you the best return on your investment!

You can no longer afford to expend energy on account development without a plan or focus. Major account selling requires a long cycle and a big investment of resources. That’s why today’s successful sales professionals are more than just tactical pros…they’re strategic experts. Now, in this account management training seminar, learn how to develop a strategic selling plan that will save you time, money and hassles by identifying the right account and project, why your offer matters to them, what it takes to assure their long-term relationship and how to move them along the pipeline quickly.

Who Should Attend

Sales professionals, including account managers, sales representatives and sales executives—as well as sales managers and vice presidents and directors of sales and marketing who are seeking account management training that offers best-practice techniques used in major account selling today. A minimum of three years of sales experience is recommended.

How You Will Benefit

What You Will Cover

Extended Description

Learning Objectives

Thinking Strategically

The Major Account

What Have You Got to Sell?

The Selling Process

Identifying High RTEM Opportunities

Managing Relationships

Managing Your Pipeline

Tracking Performance for Continuous Improvement

Committing to Action

Sponsor Background:

The American Management Association was founded in 1923. They have built a content control check into every one of their professional seminars. Plus a series of checks and balances to ensure that the content of every AMA seminar is precisely targeted to:

Whether you're looking for a solid foundation of business fundamentals or strategies to help you seize growth opportunities for your company, AMA offers expert instruction to help you:

Cancellation Policy

Transfer, Cancellation and Refund Policy

For Classroom, Live Online, and Webinar programs, you may transfer to a future session, send someone to take your place or cancel without penalty at any time up to three weeks prior to your program. If you provide AMA with less than three weeks notice, or fail to attend, you will be liable for the entire program fee.

100% Satisfaction Guaranteed—At AMA, we guarantee the quality of our seminars. In fact, 98% of our participants say they would recommend the course they have taken to their colleagues. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.

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