Publisher Description

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.

Business & Personal Finance
May 14
Sutton Business Press
Sales Momentum

Customer Reviews

Sales Training Professional ,

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.

Arlanafit ,

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.

mbm112662 ,

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!

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