SalesJournal Store: Mastering Major Account Selling

By Richard Ruff, Janet Spirer

(Purchase this book at the store)


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 – 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.

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