Question – Value Selling

I work for a company in a very competitive market where price is the most common decision factor. I have been to quite a few sales seminars where the speakers have talked about value selling but I struggle to see how this approach can be used in my role because of customer obsession with price. Can value selling be applied in my situation?

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Question – Managing an Account Base

I have been given a large account base to work within and I looking for some ideas on how to effectively manage it. I have over 200 customers in my portfolio to service and they vary from what we call major accounts which spend more than $250,000 per annum with us, down to customers who send just a few hundred dollars. My challenge is to come up with some kind of plan to ensure I look after all of them and maximize sales but I already know that it is virtually impossible to call on them all, so some are going to be neglected . Can you give me some direction on this?

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Question – Closing Skills

I have read quite a few books on selling and been to a number of training seminars and the emphasis placed on “closing” skills seems to very significantly based on what I read and who I talk to. How important do you think closing is?

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Question – Account Manager Skills

I’m relatively new to sales from a marketing background and am interested to know what sales skill you think might be the most important one for me to work on early in my new role as an Account Manager?

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