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Selling to major accounts : tools, techniques, and practical solutions for the sales manager /
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...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
American Management Assoc.,
1999.
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| Temas: | |
| Acceso en línea: | Texto completo |
| Sumario: | 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. -- Provided by publisher. |
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| Descripción Física: | 1 online resource (xiii, 322 pages) : illustrations |
| Bibliografía: | Includes bibliographical references and index. |
| ISBN: | 081442435X 9780814424353 9780814404621 0814404626 |