Major Accounts Selling: Negotiating and Winning RFPS

Sales & Marketing · 5 Days · Public · Al-Khobraa certified · From USD 3,900

Overview

Sales professionals, including account managers, sales contract negotiators, sales representatives, and sales executives as well as sales managers and directors of sales and marketing who are seeking best practice techniques used in major account selling today.

Learning Objectives

• Identify key prospects and persuade them to take action more promptly.
• Enhance the sales process to improve sales performance from current customers and prospects.
• Improve the Return on Investment (ROI) of sales resources such as time, people, and effort.
• Discover through sales negotiation training on how to maintain control of sales negotiations to improve sales closing.
• Use creative advantages to counter competitive offers and justify the pricing.
• Use a rigorous, objective process to evaluate the success potential of RFPs and use it to win more business opportunities.

Who Should Attend

This training course is suitable for middle and senior managers who have the responsibility for divisional or organizational success, as well as consultants and professionals who support them. For example: Sales and Marketing professionals Public Relations professionals Account Managers Department managers Human Resource professionals

• Sales and Marketing professionals
• Public Relations professionals
• Account Managers
• Department managers
• Human Resource professionals

Course Outline

Day 1 — The Major Account Defined

• The Proper Classification of Major Accounts
• The Role of Major Account Salesman and/or Manager
• Account Entry Strategy and Management of Major Account
• Criteria for Qualifying Prospects

Day 2 — Strength of Offer and Ideal Customer Profile

• Sell the Strengths of Your Offerings
• Define Your Ideal Customer, and Find Prospects that Match the Profile
• Define the Ideal Project, and Invest Resources to Secure It
• How to Make Your Customers Need You

Day 3 — Managing the Sales Funnel

• Effective Sales Time Management
• Result Oriented Sales Activities
• Managing Internal and External Relationships
• Setting Sales Goals for Major Accounts

Day 4 — Strategic Selling

• Challenges Associated with Selling
• Sales Strategy and Tactics
• Return On Investment of Sales Time, Effort, and Money
• The Four Elements of a Selling Strategy

Day 5 — Winning RFPs and Overcoming Panic Attacks

• Calculating the ROI of an RFP Response
• Understanding the Cause of Failures of Offers and/or RFPs
• Analyzing RFPs to Match Customer Needs
• Best Practices for Winning RFPs

Accreditation

Al-Khobraa certified. On completion delegates receive an Al-Khobraa certificate of achievement.

Dates & Venues

Dates	Venue	Delivery	Duration	Fee (USD)
27 September – 1 October 2026	Dubai, UAE	Public	5 days	3,900
1–5 November 2026	Riyadh, KSA	Public	5 days	3,900

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Frequently Asked Questions

What do Al-Khobraa sales and marketing courses cover?

The portfolio covers digital marketing, search engine optimisation (SEO) and social media, brand and product management, marketing strategy and research, B2B and key account selling, sales management, and commercial negotiation — with practical exercises on delegates’ own markets.

Who should attend a sales and marketing course?

These courses suit sales representatives and account managers, sales and commercial managers, marketing officers and brand managers, digital and social media specialists, business development staff, and technical professionals moving into customer-facing roles.

How long are sales and marketing courses, and where are they held?

Most Al-Khobraa sales and marketing courses run over 5 days. The exact duration, dates and city for this course are listed in the dates section on this page. Public sessions run across Saudi Arabia — Riyadh, Jeddah, Al-Khobar, Jubail and Yanbu — as well as regional and international venues, with live virtual classrooms available on request.

What certificate will I receive?

Delegates who complete the course receive an Al-Khobraa certificate of completion, issued by a Saudi-registered training provider. Al-Khobraa also delivers internationally accredited programmes; where a course carries an external awarding body such as PMI, CIPS, ILM or IOSH, that body is named on the course's own page.

Can sales and marketing training be delivered in-house for our team?

Yes. Any Al-Khobraa sales and marketing course can be delivered in-house at your own premises anywhere in Saudi Arabia or the GCC, with the content, dates and language of delivery tailored to your team. Al-Khobraa is an approved HRDF (Hadaf) provider, so eligible Saudi employers can seek training support. Contact us for a quotation.

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