Selling to major accounts: tools, techniques, and practical solutions for the sales manager
Terry R. Bacon
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.
年:
1999
出版:
1
出版社:
AMACOM Div American Mgmt Assn
语言:
english
ISBN 10:
0814404626
ISBN 13:
9780814404621
文件:
EPUB, 4.88 MB
IPFS:
,
english, 1999