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ProActive Sales Management, 2nd Edition by William Skip Miller

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Chapter 9

Sales Meetings

Communication is a key part of any sales team's success. How often and how well a team communicates externally to its customers and internally to its members goes a long way to establishing a winning culture and long-term success. Internal communication generally occurs during sales meetings.

Sales meetings can be informal or formal, depending on the format and what needs to be discussed. They can be reactive: “OK, anyone have something else to add?” They can be Pro Active: “Today's agenda is in front of you and it should take no more than 30 minutes. Let's get started with Item 1.” Sales meetings can take place over the phone, in person, or a mix of phone, video conferencing, and in person. They can take place online ...

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