Thinking About Sales: The Impenetrable Account

A company usually finds it difficult to make an impact on an account, originally belonging to its competitor. Companies must try to portray a positive picture in order to avoid an account from slipping out of hands. Researches indicate that companies face lot of difficulty while dealing with a high-potential account. It has been observed that if an account has potential, companies will try their best to turn it into a positive deal, lest it goes into the kitty of company?s competitor. The paper examines the dos and don?ts to be followed while managing an account.

Provided by: Alliant Solutions Topic: Software Date Added: Jan 2003 Format: HTML

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