Item Available as part of Key Account Planning .
A critical task in analyzing individual buyers (see “Selling to Key Account Buyers”) is to uncover their motivators…their personal and organization “wins.” This program, completing the key account sales planning process, highlights six general types of win (“E-sy motivation”) and provides lists of common personal and organizational wins.
A critical task in analyzing individual buyers (see “Selling to Key Account Buyers”) is to uncover their motivators…their personal and organization “wins.” This program, completing the key account sales planning process, highlights six general types of win (“E-sy motivation”) and provides lists of common personal and organizational wins.
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