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Richard Ruff
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Аннотация
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.<br><br>Three core sales performance skills are addressed in Chapter 1 â?? 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.