Resources for every leadership type

Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager

Terry Bacon
Regular price
$49.95
Sale price
$34.97
Save 30%
Quantity must be 1 or more

Format:
Free shipping on all orders through midnight CST 12/1/20

Product Description
"In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpos... Read More
"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." Read Less

Additional Information
  • Contributor(s)Terry Bacon
  • About the Contributor(s) TERRY R. BACON (Durango, CO) is the founder of Lore International Institute, a widely respected executive-development firm recently acquired by...

    TERRY R. BACON (Durango, CO) is the founder of Lore International Institute, a widely respected executive-development firm recently acquired by Korn/Ferry International. He is now the scholar in residence in that firm and is the author of many books including Powerful Proposals (978-0-8144-7232-3), What People Want, and The Elements of Power (978-0-8144-1511-5).

    show more
  • ISBN-139780814410110
  • Publish Date08/03/1999
  • PublisherAMACOM
  • Format Softcover
  • LanguageEnglish
  • Weight (lbs)1.29 lb
  • Case Weight (lbs)1.29 lb
  • Dimensions 10.0(h) x 7.0(w) x 0.75(d) inches
  • Pages336
  • Price $34.97

Ebook Details

eBooks purchased here are fulfilled by our partner, Glose. Please note that:

  • For all eBook purchases, you will be prompted to create an account or login with your existing Leadership Essentials username and password. This ensures accurate delivery of your items.
  • To access your eBook(s) after purchasing, you can download the free Glose app or read instantly on your browser by logging into Glose.com using the same email address and password used for your Leadership Essentials account.
  • E-Books fulfilled through Glose cannot be printed, downloaded as PDF, or read in other digital readers (like Kindle or Nook).
  • For more information about how to access eBooks purchased on Leadership Essentials, click here for our FAQs.

Reviews

You May Also Like