This is an excellent book that really shows how to effectively sell to key accounts. Strategies and related tactics are presented for dealing with different sized customers in different industries competing under different competitive situations.For example, the author shows clearly how to change your selling proposition when working with small companies in a growing industry versus working with a large company in a mature industry.This is only one small example of the wealth of information in this book.This will be a great book for new salespeople but is also excellent for seasoned veterans who want to stay ahead of the pack.
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