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Manage Globally, Sell Locally: The Art of Strategic Account Management
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Bibliographic Detail
Publisher Irwin Professional Pub
Publication date September 1, 1994
Binding Hardcover
Book category Adult Non-Fiction
ISBN-13 9780786303304
ISBN-10 0786303301
Dimensions 1 by 5.75 by 8.50 in.
Weight 0.75 lbs.
Availability§ Out of Print
Original list price $27.50
§As reported by publisher
Summaries and Reviews
Amazon.com description: Product Description: This book addresses the factors that make managing the account relationship different from territory management and offers tools to help the account manager measure success of position within the account. Ideally suited for organizations with an account-focused sales force selling complex products to global accounts, this unique guide outlines how a team approach can be used to successfully sell at all levels of the customer's business strategy and use that strategy to maintain the account while leveraging new opportunities; address the factors that make managing an account different from managing a territory; build a long-term realtionship with the customer and position your company to help the customer achieve success; uncover the competition's weakness and lock them out!

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Hardcover
Book cover for 9780786303304
 
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from Irwin Professional Pub (September 1, 1994)
9780786303304 | details & prices | 5.75 × 8.50 × 1.00 in. | 0.75 lbs | List price $27.50
About: This book addresses the factors that make managing the account relationship different from territory management and offers tools to help the account manager measure success of position within the account.

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