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Sales people are encountering buying teams more frequently. These teams make the purchasing decisions regarding almost every major sale a company makes. Team members are usually put together from various departments, who will be affected by the purchase. To facilitate a good decision, formal roles or tasks are either assigned or understood by each member of the team.
Implications to the Sales PersonFor whatever the reasons, advanced Selling Tactics involves the ability to draw deeper and deeper distinctions during the sales process. Quite often, the sales person is confused about who is really making the buying decision. It
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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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