Mastering Major Account Selling

Mastering Major Account Selling

By Richard Ruff & Janet Spirer

  • Release Date : 2013-05-14
  • Genre : Marketing & Sales
  • FIle Size : 10.26 MB
Score: 4.5
From 8 Ratings
Download Now
The file download will begin after you complete the registration. Downloader's Terms of Service | DMCA


Mastering Major Account Selling Major accounts are not just big little accounts - they're fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts. 

Three core sales performance skills are addressed in Chapter 1 – asking questions, active listening and positioning your capabilities. 

Best practices for five business development competencies are explored in Chapter 2: identifying leads, qualifying leads, preparing for calls, handling objections, and obtaining commitment.


  • Sales Training Consultant

    By Sales Training Professional
    This book is designed for those sales professionals who want to move beyond transactional vendor/supplier type selling and focus on developing relationships that are built on business value. For the seasoned major account salesperson, it provides specific recommendations and refinements to up your game. I recommend this book to all who are looking for an edge in the competitive world of selling.
  • A Must Read

    By Arlanafit
    This book was hugely insightful and informative. The information is presented in a clear concise manner making for an effortless and enjoyable read. The principles and concepts presented in this book are relevant in any field or profession. I highly recommend this book as a useful tool in any business.
  • A must read for success at any level

    By mbm112662
    Concise and to the point, this book is a must read for reps seeking to improve their performance at any level -- not just when hunting for big game. Filled with tips and techniques for separating yourself from the pack, it's a self-help book for those climbing to the top. As a technical marketing consultant to several Fortune 500 companies, I find myself referring back to these tried-and-true principles time and time again. Thanks Janet & Dick!
  • For the Entrepreneur Needing to Master Sales

    By Flygrrl40
    As an entrepreneur without a sales background – increasingly in roles requiring me to be more sales savvy – this book is a definite GEM! I first came up Janet and Rich through one of their on-point medical device sales-blogs. They always seem to have great, relevant advice and information about what's going on in the market and this book takes things one step further. It offers clear, straightforward, best-practice tips and ideas for mastering core sales performance – that planned or incremental face time with the client where you’re either prepared and closer to the sale/closing the deal or standing in missed opportunity. Many of the opportunities I hadn't even realized I was missing and I'm now MUCH more prepared to tackle them! Great ideas and I'm excited to try them out!
  • Mastering Major Account Selling

    By A must read on sales
    Great and easy read for marketing, business development and sales professionals. Best practices are particularly helpful for addressing sales challenges in the B2B market space. Definitely recommend.
  • Fantastic read!

    By Htickle
    Richard Ruff and Janet Spirer have succeeded again at providing an innovative resource for sales professionals.