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Mastering Major Account Selling

Mastering Major Account Selling

by Richard Ruff, Janet Spirer

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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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Product Details

BN ID: 2940016769233
Publisher: Sutton Business Press
Publication date: 06/19/2013
Sold by: Barnes & Noble
Format: NOOK Book
File size: 1 MB

About the Author

For more than thirty years, Richard Ruff and Janet Spirer – the founders of Sales Momentum – have worked with the Fortune 1000 to design and develop sales training programs that make a difference. By working with market leaders, we have learned that today’s standard for a great sales force significantly differs from yesterday’s picture.

Today, a sales force not only needs to be able to sell a competitive advantage ... they must be a competitive advantage. Because salespeople must learn more than ever before, and master it to a higher level of proficiency, the demand for an entirely new class of effective sales training programs has emerged. Sales training programs must be qualitatively different from sales training offerings of the past in how they are developed and priced. They must be designed to impact business results and priced affordably.

In 2010, we also began to offer our sales training programs to mid-size and smaller companies under our Sales Horizons brand.

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