Selling to major accounts: tools, techniques, and practical...

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Business & Economics - Management & Leadership
Selling to major accounts: tools,...

Selling to major accounts: tools, techniques, and practical solutions for the sales manager

Name: Selling to major accounts: tools, techniques, and practical solutions for the sales manager
ISBN: 9780814404621

Terry R. Bacon

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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.

Kategorie:

Business & Economics - Management & Leadership

Rok:

1999

Wydanie:

Wydawnictwo:

AMACOM Div American Mgmt Assn

Język:

english

ISBN 10:

0814404626

ISBN 13: