Selling to Major Accounts
Tools, Techniques, and Practical Solutions for the Sales Manager
Published on 3. August 1999
Book
Paperback/Softback
336 pages
978-0-8144-1011-0 (ISBN)
Description
"In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to identify and capture key opportunities and use a systematic approach to growing the accounts. Here's where they'll find the powerful tools, processes, and techniques to succeed. Selling to Major Accounts is full of practical, proven approaches to account management. Loaded with examples, tables, charts, checklists, and real-life case studies from the author's vast consulting experience, it shows how to: * identify the major accounts with the greatest potential * progress from vendor to strategic ally * craft account plans that are geared for action * manage the customer relationship for greater results * develop winning account strategies."
More details
Language
English
Place of publication
United States
Publishing group
HarperCollins Focus
Dimensions
Height: 254 mm
Width: 178 mm
Thickness: 18 mm
Weight
637 gr
ISBN-13
978-0-8144-1011-0 (9780814410110)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
TERRY R. BACON (Durango, CO) is the founder of Lore International Institute, a widely respected executive-development firm recently acquired by Korn/Ferry International. He is now the scholar in residence in that firm and is the author of many books including Powerful Proposals (978-0-8144-7232-3), What People Want, and The Elements of Power (978-0-8144-1511-5).