How to achieve success with major accounts

07/23/2013 |

A business development team is necessary for successfully managing a major account, writes Janet Spirer of Sales Horizons. "[M]ajor accounts salespeople must be knowledgeable about and able to leverage the total resources of their organization," Spirer writes. Salespeople also must be ready to provide value to their customers, she writes.

View Full Article in:

Published in Brief: