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More copies of this ISBN:This title in other formats:Selling to Major Accounts: Tools, Techniques, and Practical Solutions for Sales Managerby Terry R Bacon
Synopses & ReviewsBook News Annotation:Many companies today are moving towards single-source relationships
with buyers and sellers. This guidebook explains strategies for the
account manager for successfully managing and maintaining key
accounts. Among the tools discussed are the recognition of
opportunities, customer classification with regard to strategic
potential, competitor and customer analysis, and the measurement of
customer satisfaction.
Annotation c. Book News, Inc., Portland, OR (booknews.com) Synopsis: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 fired the powerful tools, processes, and techniques to succeed. What Our Readers Are SayingBe the first to add a comment for a chance to win!Product Details
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