'Role 4' presentation slideshows

Part II SALES FORCE ACTIVITIES

Part II SALES FORCE ACTIVITIES. Chapter 4: Account Relationship Management. Account Relationship Management Concepts. Account Purchasing Process. The Buying Center. Building Account Relationships. Account Relationship Binders. Figure 4-1: Account Relationship Management Concepts.

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Part II SALES FORCE ACTIVITIES

Part II SALES FORCE ACTIVITIES. Chapter 4: Account Relationship Management. Building a Long Lasting Relationship:. Learning Objectives. Describe the steps in the professional purchasing process. Identify the different buying influences in the buying center.

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