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.
Customer ReviewsSee All
Sales Training Consultant
This book is designed for those sales professionals who want to move beyond transactional vendor/supplier type selling and focus on developing relationships that are built on business value. For the seasoned major account salesperson, it provides specific recommendations and refinements to up your game. I recommend this book to all who are looking for an edge in the competitive world of selling.
A Must Read
This book was hugely insightful and informative. The information is presented in a clear concise manner making for an effortless and enjoyable read. The principles and concepts presented in this book are relevant in any field or profession. I highly recommend this book as a useful tool in any business.
A must read for success at any level
Concise and to the point, this book is a must read for reps seeking to improve their performance at any level -- not just when hunting for big game. Filled with tips and techniques for separating yourself from the pack, it's a self-help book for those climbing to the top. As a technical marketing consultant to several Fortune 500 companies, I find myself referring back to these tried-and-true principles time and time again. Thanks Janet & Dick!