Front Page: The Account Exec Next Door

MARRIOTT UPENDS SALES STRATEGY Here's the challenge when you're as big as Marriott: How do you continue as a growth company while increasing your focus on the customer? Reconciling these seemingly opposing goals is at the heart of a complete overhaul of Marriott's sales strategy. The new philosophy: Sell the way the customer wants to buy.

When the strategy is fully launched, a planner should be able to book a meeting through an account exec, on the Internet, or through an Event Bookin

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