Mastering Major Account Selling. Richard Ruff

Mastering Major Account Selling - Richard Ruff

Major accounts are not just big little accounts – they&#39;re fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts.<br><br>Three core sales performance skills are addressed in Chapter 1 &acirc;?? asking questions, active listening and positioning your capabilities. <br><br>Best practices for five business development competencies are explored in Chapter 2: identifying leads, qualifying leads, preparing for calls, handling objections, and obtaining commitment.