Author: Terry R. Bacon Ph.D.
Edition:
Publisher: AMACOM
Binding: Paperback
ISBN: 0814410111
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You Save: 30%
Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager
- ISBN13: 9780814410110
- Condition: New
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"In most businesses, 80% of the revenue comes from 20% of the customers.Selling to Major Accounts review. 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 managementRead full reviews of Selling To Major Accounts: Tools, Techniques, And Practical Solutions For The Sa.
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Selling To Major Accounts, ISBN-13: 9780814410110, ISBN-10: 0814410111
author terry r bacon format hardback language english publication year 01 07 1999 subject personal development subject 2 careers success payment shipping rates returns selling to major accounts tools techniques and practical solutions for the sales manager product category books isbn 0814404626 title selling to major accounts tools techniques and practical solutions for the sales manager ean 9780814404621 authors bacon binding hardcover publisher amacom publication date 1999 07 01 pages 336 sign
In most businesses, 80% of the revenue comes from 20% of the customers. This disproportionately important group must be managed differently from other accounts. Terry Bacon presents a set of processes for building relations with such customers.
New York New York USA: American Management Association 1999. "Key account management is a sophisticated process that demands navigating through multinational companies with multiple product lines complex purchasing policies and far-flung locations. In addition it requires highly effective communication and coordination across internal business product and functional lines. That's a tall order but one that can be successfully achieved with the powerful tools and techniques provided in SELLING TO MAJOR ACCOUNTS." This book has 322 pages and is illustrated. The text contains one page one line tha
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
Selling to Major Accounts Reviews
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."
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