Key Account Planning - Buyer Roles: Selling to Key Account Buyers
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Title
Key Account Planning - Buyer Roles: Selling to Key Account Buyers
Length
11:32
Description
A key account is not a person in itself, it is a group of individuals all involved in a purchase. So whom do you call on? What are their roles in the purchase? How important are they? Where does their power/influence come from? This program shows you how to identify and analyze the six unique buyer roles you will encounter in a key account sale. This is critical in developing sales call strategies for each individual in the buying process.
