Each customer contact in the sale will have a role to play, but they are also an individual with their own motivations and drivers. Sellers need to be aware of these issues and handle them to achieve a favourable outcome.

Between these individuals there will be relationships and political groupings. Again sellers need to be conscious of these and determine how to maximise opportunities the relationships may present.

Depending upon where a contact is in their decision making process, the seller will need to respond differently. Quickly identifying the contact's position and responding appropriately is crucial if we are to influence them effectively.

ASMS combines skills, strategies and process. It includes a sophisticated simulated sale, enabling groups of delegates to apply the learning by competing against each other in teams. In addition, delegates have the opportunity to bring real case work to the course, apply it to the Huthwaite Major Sales Process toolkit and obtain trainer feedback on the resulting sales plan.

Who should attend?

Any sales person involved in major, complex sales, especially if they are new to the role.