Key Account Planning - Buyer Wins: Identifying Personal and Organizational Wins
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Title
Key Account Planning - Buyer Wins: Identifying Personal and Organizational Wins
Length
9:17
Description
A critical task in analyzing individual buyers (see “Selling to Key Account Buyers”) is to uncover their motivators—their personal and organization “wins.” This program, completing the key account sales planning process, highlights six general types of win (“E-sy motivation”) and provides lists of common personal and organizational wins.
