Executive Summary: This tier level sales program provides the right focus
on your 'plus' accounts. It points you to the five largest accounts with the most growth potential without ignoring the five
best medium sized accounts, and five revolving target accounts for new business.
A number of sales 'gurus' have promoted the theory that states, 'concentrating strictly on your top level premier accounts (some even quantify that by stating your top 20) will provide you with as much growth and profit as you can possibly handle.' This is often stated regardless of individual and corporate strategic initiatives. This position is based on the following facts and ...
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Executive Summary: This tier level sales program provides the right focus
on your 'plus' accounts. It points you to the five largest accounts with the most growth potential without ignoring the five
best medium sized accounts, and five revolving target accounts for new business.
A number of sales 'gurus' have promoted the theory that states, 'concentrating strictly on your top level premier accounts (some even quantify that by stating your top 20) will provide you with as much growth and profit as you can possibly handle.' This is often stated regardless of individual and corporate strategic initiatives. This position is based on the following facts and ...
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