Synopsis
Large Account Sales & Management Strategies presents the tactics, strategies and techniques to effectively sell to and manage large customer accounts. It helps sales people to close more lucrative sales using these methods.
Sales people are educated in specific strategies and techniques to develop and close more complex sales, where companies can have multiple entry points, needs and buyers. They learn how to identify basic criteria through gap assessments and use situational appraisals to identify opportunities and realistic revenue streams.
Additionally sales people will be instructed to develop specific team-related strategies that allow sales team members to assume responsibility and control over their key accounts and to manage all aspects, following specific account plans.
About the Author
Timothy F. Bednarz, Ph.D. is the author of the 125 books included in Pinpoint Skill Development Training Series. He has also authored Great! What Makes Leaders Great, which was selected by "Foreword Review Magazine" as one of the top ten career books published in 2011, as well as a finalist in the "2011 Foreword Review Book of the Year Awards." He is also a contributing author of "Practical Ethics for the Food Professional" (Wiley and Sons, New York, NY), which will be published in 2013.
Dr. Bednarz brings a wide spectrum of over 30 years of professional experience as a business consultant and entrepreneur, buttressed by years of extensive research on the best practices of successful entrepreneurs and business leaders to create a number of truly unique books and content published on his blog and in a number of magazine articles.
He has the distinctive ability to organize data and information to visualize trends and patterns to develop and highlight effective solutions, as well as to take complex topics and concepts and make them understandable to the average person. This allows him to develop unique insight and perspectives, which he shares with his readers and audiences in his books and presentations. It is because of these abilities, that his books are unique in the content he provides, including focusing how to apply his recommended solutions to the workplace.
His work incorporates the lessons he learned from his own personal struggles as an entrepreneur, where he experienced disappointments and adversity and succeeded through a personal vision, supported by his persistence and perseverance, allowing him to empathize with his audience and present unique solutions from the perspective of one who has been in the trenches and who communicates what works and what detours and barriers to avoid.
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