Mastering Major Account Selling

Mastering Major Account Selling

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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 â?? asking questions, active listening and positioning your capabilities.

Best practices for five business development competencies are explored in Chapter 2: identifying leads, qualifying leads, preparing for… (more)


Book Details  


Publisher: Sutton Business Press (June 19, 2013)

Format: EPUB

Protection: DRM

Language: English


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