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TURNING PRO: The Art of Selling to Business Customers.

By FEILEN, MARTIN F.
Publication: Rural Telecommunications
Date: Tuesday, May 1 2001

Whether a company is an incumbent local exchange carrier (ILEC), a competitive local exchange carrier (CLEC), or both, marketing and selling to business customers is a cornerstone of its successful business plan. If done well, a company can almost ensure the success of its plan; if done poorly, it can mean a struggle to meet financial obligations. Whether directly in sales or not, everyone in the company should support the efforts of selling to businesses.

To successfully sell to businesses, a "selling mentality" must be developed throughout the organization. Everyone n

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