How To Reach Corporate Leaders And Establish Relationships.
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| Authors: | Manfer, Sam sam@sammanfer.com |
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| Source: | American Salesman. Sep2009, Vol. 54 Issue 9, p28-30. 3p. |
| Subject Terms: | *Sales personnel, *Chief executive officers, *Commercial agents, *Selling, *Sales management |
| Abstract: | The article offers suggestions for salespeople on how to reach and establish relationships with corporate leaders. It states that performance provides the true basis for attaining access, developing credibility and establishing relationships with senior executives. It notes that salespeople should have a knowledge of what the chief executive values and structure their proposition in a way that the executive can see that he or she can get it better and with less risk of failure from them. |
| Database: | Entrepreneurial Studies Source |
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| Abstract: | The article offers suggestions for salespeople on how to reach and establish relationships with corporate leaders. It states that performance provides the true basis for attaining access, developing credibility and establishing relationships with senior executives. It notes that salespeople should have a knowledge of what the chief executive values and structure their proposition in a way that the executive can see that he or she can get it better and with less risk of failure from them. |
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| ISSN: | 00030902 |
