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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 September 30, 2007
Pages 322
Binding Paperback
Book category Adult Non-Fiction
ISBN-13 9780814410110
ISBN-10 0814410111
Dimensions 0.75 by 7 by 9.75 in.
Weight 1.30 lbs.
Original list price $49.95
Summaries and Reviews
Amazon.com description: Product Description: "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."

Editions
Hardcover
Book cover for 9780814404621
 
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.
Paperback
Book cover for 9780814410110
 
The price comparison is for this edition
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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