Summary of Building a selling strategy at sales prospect level

After the qualification of the sales prospect, the sales people should establish a selling strategy adapted to the context of the sales prospect.He must also anticipate the behaviour of his competitors.

Then, he must identify the members of the decision-making unit at customer’s level, understand their role, status and orientation. This will help him to adapt his selling strategy to each member.

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Building a selling strategy at sales prospect level – LU 36(Strategy)

Building a selling strategy at sales prospect level – LU 36
(Strategy)