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Most sales people prioritize their prospects and customers into A, B or C accounts. That's the easy part, but how many sales people develop account plans for their major accounts? Fewer than you think.
Many sales people will have a call plan because they are compelled to have one by their employers, but few will have an account plan and sales strategy developed for each major prospect. For the sales person with the initiative to develop and follow these plans on a consistent basis, this does create a competitive advantage.
Copyright ©2000 by Timothy F. Bednarz,PhD All Rights Reserved
Timothy F. Bednarz, PhD is the Principal Partner of the American Management Development Group. He can be reached at 800.654-4935 or firstname.lastname@example.org. Find out more at www.LetsTalkSelling.com.
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