Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager

by Bacon (Author)

• Used

  Hardcover
  1999

  $3.52

  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.