Mastering Major Account Selling
Major accounts are not just big little accounts - they're fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts.Three core sales performance skills are addressed in Chapter 1 – asking questions, active listening and positioning your capabilities.Best practices for five business development competencies are explored...
By Richard Ruff
File Size: 339 KB
Print Length: 41 pages
Simultaneous Device Usage: Unlimited
Publisher: Sutton Business Press (June 19, 2013)
Publication Date: June 19, 2013
Sold by: Amazon Digital Services LLC
Language: English
ASIN: B00DHVMHKK
Text-to-Speech: ::::
X-Ray:
Word Wise: Enabled
Lending: Not Enabled
Format: PDF ePub djvu ebook
Reviews:
In this short read, very short read, the authors have succinctly reminded those in sales what is truly important within the buying/selling for major accounts. Of course this is true for those smaller accounts as well.Couple of great points is the acknowledgement that close ended questions are necess...
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