This course is desinged for sales persons who will be working in with long sales cycles to large organizations. We look at managing the sales process and examine the possible influences within corporations and government departments. Topics covered: account strategy planning, partnership selling, application selling and managing activities for major accounts versus general accounts.
Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status (Key Account Management: Tools & Techniques for Achieving Profitable)
No information on books is currently available for Spring/Summer 2014 offerings of this course.
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