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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 says people who bought this book also bought:
Marketing Strategy | Mastering the Complex Sale
Summaries and Reviews 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."

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: Some countries have moved beyond the design and operation of nuclear electricity generating systems to confronting the issue of nuclear waste disposal, whole others are still committed to further nuclear facility construction.
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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