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.
Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager
Brand: Springer
$70.64 - $83.73
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Brand: Springer
Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager
- UPC:
- 9780814404621
- Maximum Purchase:
- 3 units
- Binding:
- Hardcover
- Publication Date:
- 1999-06-01
- Author:
- Terry R. Bacon Ph.D.
- Language:
- english
- Edition:
- 1
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