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Measuring the Success of Sales Training by Patricia Pulliam Phillips, Jack J. Phillips

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7 Account Manager Development for a Technical Training Center

Financial Services Firm

Marwa Hassan

 

 

This case was prepared to serve as a basis for discussion rather than an illustration of either effective or ineffective administrative and management practices. All names, dates, places, and data may have been disguised at the request of the author or organization.

 

Abstract

The Technical Center for Training (TCT) used to have a unique status as a technical training center until many players started to enter the market and target its main customers. Seeing the changes taking place in the market, and as a step to better tune its performance to clients’ needs, TCT started a new initiative, Account Management (AM), whereby a special team of qualified ...

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