When it comes to mathematics, music or other scientific disciplines there never seems to be an issue with definitions. A prime number is a prime number and a crotchet is a crotchet. No debate, no issue; we all know what is meant by these definitions. Yet in business we often get a range of definitions and notions for the same thing. Just think of the word ‘strategic’ and you see what I mean.
The same issue of multiple definitions plagues the world of sales when it comes to defining client accounts. Structuring an effective sales operation and ensuring the correct allocation of resources and appropriate sales activity, is … read more by subscribing.
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