Wirtschaft & Karriere
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.
© 2013 Sutton Business Press (E-Book): 9780975892329
Erscheinungsdatum
E-Book: 19. Juni 2013
Wirtschaft & Karriere
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.
© 2013 Sutton Business Press (E-Book): 9780975892329
Erscheinungsdatum
E-Book: 19. Juni 2013
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