Mastering Major Account Selling
Business & Finance, Marketing & Sales, Sales & Selling, Nonfiction, Reference & Language, Education & Teaching
| Author: | Richard Ruff, Janet Spirer | ISBN: | 9780975892329 |
| Publisher: | Sutton Business Press | Publication: | June 19, 2013 |
| Imprint: | Sutton Business Press | Language: | English |
| Author: | Richard Ruff, Janet Spirer |
| ISBN: | 9780975892329 |
| Publisher: | Sutton Business Press |
| Publication: | June 19, 2013 |
| Imprint: | Sutton Business Press |
| Language: | English |
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 calls, handling objections, and obtaining commitment.
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 calls, handling objections, and obtaining commitment.
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 calls, handling objections, and obtaining commitment.
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 calls, handling objections, and obtaining commitment.
