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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Bibliographic Details
Call Number:Libro Electrónico
Main Author: Bacon, Terry R.
Format: Electronic eBook
Language:Inglés
Published: New York : American Management Assoc., 1999.
Subjects:
Selling > Key accounts.
Customer loyalty.
Marketing > Key accounts.
Budgets de publicité.
Consommateurs > Fidélité.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
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