Incentives Penetration Selling Skills 
Jonathan Farrington
AUGUST 28, 2014
Are they able to first identify and then penetrate the formal DMU (Decision Making Unit) and reach the MAN? This really means how strong are their selling skills? Wrong or no stimulation – Not stimulated by appropriate incentives. Are they talking to the right people within those client/prospect organizations?
Jonathan Farrington
MARCH 14, 2012
Are they able to first identify and then penetrate the formal DMU (Decision Making Unit) and reach the MAN? This really means – how strong are their selling skills? Wrong or no stimulation – Not stimulated by appropriate incentives. • Are they talking to the right people within those client/prospect organizations?
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