LAS VEGAS—To help distributor attendees increase business in 2009, The National Association of Floor Covering Distributors (NAFCD) is hosting the educational sales session: “Selling to Large Accounts - How to land the big sale,” at Surfaces 2009.

Featuring national sales trainer Landy Chase, the class will show how to recognize, approach, close and maintain large accounts. “The good news is these opportunities are out there,” he said. “The bad news is the approach with large accounts is 180 degrees away from the selling approach used for smaller ‘down-the- street’ business.”

Taking place, Feb. 4 from 7:30 a.m. to 8:50 a.m., some of key topics Chase will touch on, include:

• The total buying process for major account decisions

• The role of politics—and why you must learn to play

• How to identify and work with buying influences

• The mole—your key partner in major-account success

• How to gain access to the inner circle

• How to address pricing issues with multiple buyers

• How to shorten the decision cycle

Attendees will receive a complete set of materials coinciding with the presentation.

To register or for more information, call 312.321.6836.