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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 |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
American Management Assoc.,
1999.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Bacon, Terry R. | |
| 245 | 1 | 0 | |a Selling to major accounts : |b tools, techniques, and practical solutions for the sales manager / |c Terry R. Bacon. |
| 260 | |a New York : |b American Management Assoc., |c 1999. | ||
| 300 | |a 1 online resource (xiii, 322 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references and index. | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | |a |g pt. I. |t Introduction. |g 1. |t What Is Strategic Account Management? |g 2. |t The Roles and Responsibilities of Strategic Account Managers. |g 3. |t The Four Types of Customer Relationships -- |g pt. II. |t The Foundations of Strategic Account Management. |g 4. |t The Management in Strategic Account Management. |g 5. |t Strategic Account Management as an Instrument of Corporate Strategy. |g 6. |t Identifying Strategic Accounts. |g 7. |t Building Account Teams -- |g pt. III. |t Account Planning. |g 8. |t The Account Planning Process. |g 9. |t Gathering Information. |g 10. |t Analyzing Your Customer. |g 11. |t Analyzing Your Competitors. |g 12. |t Analyzing Your Position. |g 13. |t Developing Account Strategy -- |g pt. IV. |t Implementing the Account Plan. |g 14. |t Building Internal Support. |g 15. |t Managing Relationships. | |
| 520 | |a 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. | ||
| 590 | |a eBooks on EBSCOhost |b EBSCO eBook Subscription Academic Collection - Worldwide | ||
| 650 | 0 | |a Selling |x Key accounts. | |
| 650 | 0 | |a Customer loyalty. | |
| 650 | 0 | |a Marketing |x Key accounts. | |
| 650 | 6 | |a Budgets de publicité. | |
| 650 | 6 | |a Consommateurs |x Fidélité. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a Marketing |x Key accounts. |2 fast |0 (OCoLC)fst01010204 | |
| 650 | 7 | |a Customer loyalty. |2 fast |0 (OCoLC)fst00885531 | |
| 650 | 7 | |a Selling |x Key accounts. |2 fast |0 (OCoLC)fst01112026 | |
| 776 | 0 | 8 | |i Print version: |a Bacon, Terry R. |t Selling to major accounts. |d New York : American Management Assoc., 1999 |z 0814404626 |w (DLC) 99024260 |w (OCoLC)40990229 |
| 856 | 4 | 0 | |u https://ebsco.uam.elogim.com/login.aspx?direct=true&scope=site&db=nlebk&AN=43868 |z Texto completo |
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