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Mastering Major Account Selling

Mastering Major Account Selling PDF Author: Richard Ruff
Publisher: eBookIt.com
ISBN: 0975892320
Category : Business & Economics
Languages : en
Pages : 35

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Book Description
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 a 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.