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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Bacon, Terry R.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : American Management Assoc., 1999.
Temas:
Selling > Key accounts.
Customer loyalty.
Marketing > Key accounts.
Budgets de publicité.
Consommateurs > Fidélité.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Acceso en línea:Texto completo
Tabla de Contenidos:
  • |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.

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