"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 ...
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"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."
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Add this copy of Selling to Major Accounts: Tools, Techniques, and to cart. $1.99, very good condition, Sold by ThriftBooks-Reno rated 4.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 1999 by AMACOM/American Management Association.
Add this copy of Selling to Major Accounts: Tools, Techniques, and to cart. $3.50, like new condition, Sold by Book Lover's Warehouse rated 5.0 out of 5 stars, ships from Watauga, TN, UNITED STATES, published 1999 by AMACOM.
Add this copy of Selling to Major Accounts: Tools, Techniques, and to cart. $5.19, very good condition, Sold by HPB Inc. rated 4.0 out of 5 stars, ships from Dallas, TX, UNITED STATES, published 1999 by Amacom Books.
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Add this copy of Selling to Major Accounts: Tools, Techniques, and to cart. $17.96, very good condition, Sold by Wonder Book - Member ABAA/ILAB rated 5.0 out of 5 stars, ships from Frederick, MD, UNITED STATES, published 1999 by AMACOM/American Management Association.
Add this copy of Selling to Major Accounts: Tools, Techniques, and to cart. $32.80, good condition, Sold by Bonita rated 4.0 out of 5 stars, ships from Newport Coast, CA, UNITED STATES, published 1999 by Amacom Books.
Add this copy of Selling to Major Accounts: Tools, Techniques, and to cart. $97.23, new condition, Sold by GridFreed rated 4.0 out of 5 stars, ships from North Las Vegas, NV, UNITED STATES, published 1999 by AMACOM.
