Nestlé University Catalogue (January to December 2014) | Page 49

Winning Health Account Strategies Course Description: In this motivating course, you’ll delve further into the world of sales to advance the knowledge gained in Professional Selling Skills. Here you’ll learn a simple yet effective five-step strategy for maximizing sales opportunities and developing relationships with key accounts. A must for all members of the Nestlé Nutrition Medical Sales team. Who is this course for? All employees of Nestlé Infant Nutrition Medical Sales whose role it is to develop and win business in highly complex Hospitals and Institutions. How long is the course? This is a 2-day course. What should I expe ct? By the end of the course you will be able to: • Navigate the maze of information associated with highly complex business accounts, and synthesize them into a winning plan of action. • Leverage new tools and tactics to overcome obstacles to success. • Advance my position with my high potential accounts from Needs Satisfaction Seller, to Trusted Advisor. Pre-course work Meet with your Line Manager to discuss and agree on learning objectives. Post-course work Meet with your Line Manager to discuss and review how these skills tie back to your PDG development plans and your PE objectives. How much does it cost: Cost absorbed by Leader of Medical Sales. For further information or to register for this training, please contact: [email protected] When is this course running? Based on Demand.