 |
| Managing Major Sales
|
|
| This book identifies the elements that characterize major sales - discussing why the skills, strategies and use of time required are radically diferent from those needed for supervising small sales. Other insights include: how to manage major account sales people through team selling, setting sales roles, and coaching; how to adjust management strategies for motivating sales people as the stakes get higher; and how to use account reviews as a key management tool in major sales. |
|
