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

• 作者: Bacon, Terry R.
• 出版: New York : American Management Assoc. 1999.
• 稽核項: 1 online resource (xiii, 322 pages) :illustrations.
• 標題: Distribution. , Selling , Key accounts. , MarketingGeneral. , BUSINESS & ECONOMICS Distribution. , BUSINESS & ECONOMICS Marketing -- General. , Electronic books. , Customer loyalty. , Selling Key accounts. , BUSINESS & ECONOMICS
• ISBN: 0814404626 , 9780814404621
• ISBN: 0814404626
• 試查全文@TNUA:
  
• 附註: Includes bibliographical references and index. |g pt. I. |t Introduction. |g 1. |t What Is Strategic Account Management? |g 2. |t The Roles and Responsibilities of Strategic Account Managers. |g 3. |t The Four Types of Customer Relationships -- |g pt. II. |t The Foundations of Strategic Account Management. |g 4. |t The Management in Strategic Account Management. |g 5. |t Strategic Account Management as an Instrument of Corporate Strategy. |g 6. |t Identifying Strategic Accounts. |g 7. |t Building Account Teams -- |g pt. III. |t Account Planning. |g 8. |t The Account Planning Process. |g 9. |t Gathering Information. |g 10. |t Analyzing Your Customer. |g 11. |t Analyzing Your Competitors. |g 12. |t Analyzing Your Position. |g 13. |t Developing Account Strategy -- |g pt. IV. |t Implementing the Account Plan. |g 14. |t Building Internal Support. |g 15. |t Managing Relationships.
• 摘要: 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 fired the powerful tools, processes, and techniques to succeed. -- Provided by publisher.
• 電子資源: https://dbs.tnua.edu.tw/login?url=https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=43868
• 系統號: 005290953
• 資料類型: 電子書
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• 引用網址: 複製連結
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