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Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager
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Bibliographic Detail
Publisher Amacom Books
Publication date June 1, 1999
Pages 322
Binding Hardcover
Book category Adult Non-Fiction
ISBN-13 9780814404621
ISBN-10 0814404626
Dimensions 1.25 by 7.75 by 10.50 in.
Weight 1.75 lbs.
Availability§ Out of Print
Original list price $65.00
§As reported by publisher says people who bought this book also bought:
Marketing Strategy | Sales Force Management | Major Account Sales Strategy | Mastering the Complex Sale
Summaries and Reviews description: Product Description: In most businesses, 80 percent of the revenue comes from 20 percent of the customers. This disproportionately important group must be managed differently from other accounts. This book presents a set of processes for building relations with such customers. The information is further clarified with case studies, examples, checklists, drawings, charts and tables.

Book cover for 9780814404621
The price comparison is for this edition
from Amacom Books (June 1, 1999)
9780814404621 | details & prices | 322 pages | 7.75 × 10.50 × 1.25 in. | 1.75 lbs | List price $65.00
About: In most businesses, 80 percent of the revenue comes from 20 percent of the customers.
Book cover for 9780814410110
from Amacom Books (September 30, 2007)
9780814410110 | details & prices | 322 pages | 7.00 × 9.75 × 0.75 in. | 1.30 lbs | List price $49.95
About: "In most businesses, 80% of the revenue comes from 20% of the customers.

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