Mastering Major Account Selling
| By: | Richard Ruff |
| Publisher: | eBookit.com |
| eText ISBN: | 9780975892329 |
| Edition: | 0 |
| Format: | Reflowable |
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Table of Contents
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.