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Selling Big - 9780313380006

Un libro in lingua di Michael Raquet Alessandra Tony (CON) edito da Greenwood Pub Group, 2010

  • € 34.10
  • Il prezzo è variabile in funzione del cambio della valuta d’origine

Raquet, a business consultant and trainer, describes the ClientAlignment approach, an approach to creating and growing a business that sells to large companies. Insights are drawn from the author's interviews with 50 top sales performers and 100 purchasing decision-makers from large corporations and organizations. The book details the activities at four stages of business development, from lead generation to loyal client generation, and explains how to plan time, run account teams, find business opportunities, and align the needs and desires of clients. The audience for the book includes anyone who runs their own company, sells for a living, manages or supports those who sell, or is in any type of business development. In particular, it will aid veterans of large-account selling who have had some success. A companion web site offers articles and exhibits. Annotation ©2010 Book News, Inc., Portland, OR (booknews.com)

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