According to Peter Drucker, “The aim of marketing is toknow and understand the customer so well the product or servicefits him and sells itself.” At the end of the day, no matter howgood the products or services your company offers, unless youraccount (client/customer) plan coincides with the strategicobjectives and priorities of your customers, ultimately their needsare unlikely to be met. Without direct systematic planning, youwill end up losing accounts to the competition.
Also, according to Paul Nelson, IBM sales manager, “Themost important characteristic to have as a sales representative isthe understanding of sales and how to create value for the customerand
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