Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager - Couverture souple

Bacon, Terry

Couverture souple

ISBN 10 : 0814410111 ISBN 13 : 9780814410110

Editeur : HarperCollins Leadership, 1999

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 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."

A propos du livre

À propos de l?auteur

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).

Détails de l'édition

• Éditeur: HarperCollins Leadership
• Date d'édition: 1999
• Langue: anglais
• ISBN 10: 0814410111
• ISBN 13: 9780814410110
• Reliure: Broché
• Nombre de pages: 336
• Coordonnées du fabricant: Silvia Ruiz Crespo; silviaruizcrespo3@icloud.com; a11.cyberbull@gmail.com; ; Calle otamendi; Madrid; Madrid; 28039; Espagne