Selling to major accounts :: tools, techniques, and practical solutions for the sales manager /
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...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York :
American Management Assoc.,
1999.
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | 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. |
| Beschreibung: | 1 online resource (xiii, 322 pages :) |
| Bibliographie: | Includes bibliographical references and index. |
| ISBN: | 081442435X 9780814424353 9780814404621 0814404626 |
Internformat
MARC
| LEADER | 00000cam a2200000 a 4500 | ||
|---|---|---|---|
| 001 | ZDB-4-EBA-ocm45731117 | ||
| 003 | OCoLC | ||
| 005 | 20240705115654.0 | ||
| 006 | m o d | ||
| 007 | cr cn||||||||| | ||
| 008 | 001121s1999 nyua ob 001 0 eng d | ||
| 040 | |a N$T |b eng |e pn |c N$T |d OCL |d OCLCQ |d YDXCP |d OCLCQ |d TUU |d OCLCQ |d TNF |d OCLCQ |d OCLCF |d NLGGC |d OCLCO |d OCLCQ |d MWM |d AGLDB |d OCLCQ |d SAV |d QT7 |d MNS |d LUE |d INARC |d VNS |d WCO |d VTS |d OCLCQ |d INT |d TOF |d OCLCQ |d STF |d K6U |d CHBRC |d HF9 |d OCLCO |d OCL |d OCLCQ |d IOY |d OCLCQ |d OCLCO |d OCLCL | ||
| 019 | |a 532753894 |a 961645777 |a 962709169 |a 970776472 |a 989904227 |a 1007413566 |a 1020504893 |a 1036947214 |a 1038600845 |a 1053050986 |a 1135435374 | ||
| 020 | |a 081442435X |q (electronic bk.) | ||
| 020 | |a 9780814424353 |q (electronic bk.) | ||
| 020 | |a 9780814404621 | ||
| 020 | |a 0814404626 | ||
| 020 | |z 0814404626 | ||
| 035 | |a (OCoLC)45731117 |z (OCoLC)532753894 |z (OCoLC)961645777 |z (OCoLC)962709169 |z (OCoLC)970776472 |z (OCoLC)989904227 |z (OCoLC)1007413566 |z (OCoLC)1020504893 |z (OCoLC)1036947214 |z (OCoLC)1038600845 |z (OCoLC)1053050986 |z (OCoLC)1135435374 | ||
| 050 | 4 | |a HF5438.8.K48 |b B33 1999eb | |
| 072 | 7 | |a BUS |x 043000 |2 bisacsh | |
| 072 | 7 | |a BUS |x 078000 |2 bisacsh | |
| 082 | 7 | |a 658.85 |2 21 | |
| 049 | |a MAIN | ||
| 100 | 1 | |a Bacon, Terry R. | |
| 245 | 1 | 0 | |a Selling to major accounts : |b tools, techniques, and practical solutions for the sales manager / |c Terry R. Bacon. |
| 260 | |a New York : |b American Management Assoc., |c 1999. | ||
| 300 | |a 1 online resource (xiii, 322 pages :) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references and index. | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | |a |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. | |
| 520 | |a 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. | ||
| 650 | 0 | |a Selling |x Key accounts. |0 http://id.loc.gov/authorities/subjects/sh85119840 | |
| 650 | 0 | |a Customer loyalty. |0 http://id.loc.gov/authorities/subjects/sh97009091 | |
| 650 | 0 | |a Marketing |x Key accounts. |0 http://id.loc.gov/authorities/subjects/sh85081337 | |
| 650 | 6 | |a Budgets de publicité. | |
| 650 | 6 | |a Consommateurs |x Fidélité. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a Marketing |x Key accounts |2 fast | |
| 650 | 7 | |a Customer loyalty |2 fast | |
| 650 | 7 | |a Selling |x Key accounts |2 fast | |
| 758 | |i has work: |a Selling to major accounts (Text) |1 https://id.oclc.org/worldcat/entity/E39PCGXw7HJytKqg74fJMbddBd |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Bacon, Terry R. |t Selling to major accounts. |d New York : American Management Assoc., 1999 |z 0814404626 |w (DLC) 99024260 |w (OCoLC)40990229 |
| 856 | 1 | |l FWS01 |p ZDB-4-EBA |q FWS_PDA_EBA |u https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=43868 |3 Volltext | |
| 856 | 1 | |l CBO01 |p ZDB-4-EBA |q FWS_PDA_EBA |u https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=43868 |3 Volltext | |
| 936 | |a BATCHLOAD | ||
| 938 | |a EBSCOhost |b EBSC |n 43868 | ||
| 938 | |a Internet Archive |b INAR |n sellingtomajorac00terr | ||
| 938 | |a YBP Library Services |b YANK |n 2343061 | ||
| 994 | |a 92 |b GEBAY | ||
| 912 | |a ZDB-4-EBA | ||
Datensatz im Suchindex
| DE-BY-FWS_katkey | ZDB-4-EBA-ocm45731117 |
|---|---|
| _version_ | 1813903250181586944 |
| adam_text | |
| any_adam_object | |
| author | Bacon, Terry R. |
| author_facet | Bacon, Terry R. |
| author_role | |
| author_sort | Bacon, Terry R. |
| author_variant | t r b tr trb |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.8.K48 B33 1999eb |
| callnumber-search | HF5438.8.K48 B33 1999eb |
| callnumber-sort | HF 45438.8 K48 B33 41999EB |
| callnumber-subject | HF - Commerce |
| collection | ZDB-4-EBA |
| contents | |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. |
| ctrlnum | (OCoLC)45731117 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>04221cam a2200601 a 4500</leader><controlfield tag="001">ZDB-4-EBA-ocm45731117 </controlfield><controlfield tag="003">OCoLC</controlfield><controlfield tag="005">20240705115654.0</controlfield><controlfield tag="006">m o d </controlfield><controlfield tag="007">cr cn|||||||||</controlfield><controlfield tag="008">001121s1999 nyua ob 001 0 eng d</controlfield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">N$T</subfield><subfield code="b">eng</subfield><subfield code="e">pn</subfield><subfield code="c">N$T</subfield><subfield code="d">OCL</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">YDXCP</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">TUU</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">TNF</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">OCLCF</subfield><subfield code="d">NLGGC</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">MWM</subfield><subfield code="d">AGLDB</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">SAV</subfield><subfield code="d">QT7</subfield><subfield code="d">MNS</subfield><subfield code="d">LUE</subfield><subfield code="d">INARC</subfield><subfield code="d">VNS</subfield><subfield code="d">WCO</subfield><subfield code="d">VTS</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">INT</subfield><subfield code="d">TOF</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">STF</subfield><subfield code="d">K6U</subfield><subfield code="d">CHBRC</subfield><subfield code="d">HF9</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCL</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">IOY</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCLCL</subfield></datafield><datafield tag="019" ind1=" " ind2=" "><subfield code="a">532753894</subfield><subfield code="a">961645777</subfield><subfield code="a">962709169</subfield><subfield code="a">970776472</subfield><subfield code="a">989904227</subfield><subfield code="a">1007413566</subfield><subfield code="a">1020504893</subfield><subfield code="a">1036947214</subfield><subfield code="a">1038600845</subfield><subfield code="a">1053050986</subfield><subfield code="a">1135435374</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">081442435X</subfield><subfield code="q">(electronic bk.)</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780814424353</subfield><subfield code="q">(electronic bk.)</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780814404621</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0814404626</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="z">0814404626</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)45731117</subfield><subfield code="z">(OCoLC)532753894</subfield><subfield code="z">(OCoLC)961645777</subfield><subfield code="z">(OCoLC)962709169</subfield><subfield code="z">(OCoLC)970776472</subfield><subfield code="z">(OCoLC)989904227</subfield><subfield code="z">(OCoLC)1007413566</subfield><subfield code="z">(OCoLC)1020504893</subfield><subfield code="z">(OCoLC)1036947214</subfield><subfield code="z">(OCoLC)1038600845</subfield><subfield code="z">(OCoLC)1053050986</subfield><subfield code="z">(OCoLC)1135435374</subfield></datafield><datafield tag="050" ind1=" " ind2="4"><subfield code="a">HF5438.8.K48</subfield><subfield code="b">B33 1999eb</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">043000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">078000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="082" ind1="7" ind2=" "><subfield code="a">658.85</subfield><subfield code="2">21</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">MAIN</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Bacon, Terry R.</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Selling to major accounts :</subfield><subfield code="b">tools, techniques, and practical solutions for the sales manager /</subfield><subfield code="c">Terry R. Bacon.</subfield></datafield><datafield tag="260" ind1=" " ind2=" "><subfield code="a">New York :</subfield><subfield code="b">American Management Assoc.,</subfield><subfield code="c">1999.</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 online resource (xiii, 322 pages :)</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">text</subfield><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">computer</subfield><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">online resource</subfield><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="504" ind1=" " ind2=" "><subfield code="a">Includes bibliographical references and index.</subfield></datafield><datafield tag="588" ind1="0" ind2=" "><subfield code="a">Print version record.</subfield></datafield><datafield tag="505" ind1="0" ind2=" "><subfield code="a">|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.</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">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.</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Selling</subfield><subfield code="x">Key accounts.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh85119840</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Customer loyalty.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh97009091</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Marketing</subfield><subfield code="x">Key accounts.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh85081337</subfield></datafield><datafield tag="650" ind1=" " ind2="6"><subfield code="a">Budgets de publicité.</subfield></datafield><datafield tag="650" ind1=" " ind2="6"><subfield code="a">Consommateurs</subfield><subfield code="x">Fidélité.</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Marketing</subfield><subfield code="x">General.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Distribution.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Marketing</subfield><subfield code="x">Key accounts</subfield><subfield code="2">fast</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Customer loyalty</subfield><subfield code="2">fast</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Selling</subfield><subfield code="x">Key accounts</subfield><subfield code="2">fast</subfield></datafield><datafield tag="758" ind1=" " ind2=" "><subfield code="i">has work:</subfield><subfield code="a">Selling to major accounts (Text)</subfield><subfield code="1">https://id.oclc.org/worldcat/entity/E39PCGXw7HJytKqg74fJMbddBd</subfield><subfield code="4">https://id.oclc.org/worldcat/ontology/hasWork</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Print version:</subfield><subfield code="a">Bacon, Terry R.</subfield><subfield code="t">Selling to major accounts.</subfield><subfield code="d">New York : American Management Assoc., 1999</subfield><subfield code="z">0814404626</subfield><subfield code="w">(DLC) 99024260</subfield><subfield code="w">(OCoLC)40990229</subfield></datafield><datafield tag="856" ind1="1" ind2=" "><subfield code="l">FWS01</subfield><subfield code="p">ZDB-4-EBA</subfield><subfield code="q">FWS_PDA_EBA</subfield><subfield code="u">https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=43868</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="856" ind1="1" ind2=" "><subfield code="l">CBO01</subfield><subfield code="p">ZDB-4-EBA</subfield><subfield code="q">FWS_PDA_EBA</subfield><subfield code="u">https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=43868</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="936" ind1=" " ind2=" "><subfield code="a">BATCHLOAD</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">EBSCOhost</subfield><subfield code="b">EBSC</subfield><subfield code="n">43868</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">Internet Archive</subfield><subfield code="b">INAR</subfield><subfield code="n">sellingtomajorac00terr</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">YBP Library Services</subfield><subfield code="b">YANK</subfield><subfield code="n">2343061</subfield></datafield><datafield tag="994" ind1=" " ind2=" "><subfield code="a">92</subfield><subfield code="b">GEBAY</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-4-EBA</subfield></datafield></record></collection> |
| id | ZDB-4-EBA-ocm45731117 |
| illustrated | Illustrated |
| indexdate | 2024-10-25T16:15:42Z |
| institution | BVB |
| isbn | 081442435X 9780814424353 9780814404621 0814404626 |
| language | English |
| oclc_num | 45731117 |
| open_access_boolean | |
| owner | MAIN |
| owner_facet | MAIN |
| physical | 1 online resource (xiii, 322 pages :) |
| psigel | ZDB-4-EBA |
| publishDate | 1999 |
| publishDateSearch | 1999 |
| publishDateSort | 1999 |
| publisher | American Management Assoc., |
| record_format | marc |
| spelling | Bacon, Terry R. Selling to major accounts : tools, techniques, and practical solutions for the sales manager / Terry R. Bacon. New York : American Management Assoc., 1999. 1 online resource (xiii, 322 pages :) text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes bibliographical references and index. Print version record. |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. 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. Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Customer loyalty. http://id.loc.gov/authorities/subjects/sh97009091 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Budgets de publicité. Consommateurs Fidélité. BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh Marketing Key accounts fast Customer loyalty fast Selling Key accounts fast has work: Selling to major accounts (Text) https://id.oclc.org/worldcat/entity/E39PCGXw7HJytKqg74fJMbddBd https://id.oclc.org/worldcat/ontology/hasWork Print version: Bacon, Terry R. Selling to major accounts. New York : American Management Assoc., 1999 0814404626 (DLC) 99024260 (OCoLC)40990229 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=43868 Volltext CBO01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=43868 Volltext |
| spellingShingle | Bacon, Terry R. Selling to major accounts : tools, techniques, and practical solutions for the sales manager / |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. Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Customer loyalty. http://id.loc.gov/authorities/subjects/sh97009091 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Budgets de publicité. Consommateurs Fidélité. BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh Marketing Key accounts fast Customer loyalty fast Selling Key accounts fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85119840 http://id.loc.gov/authorities/subjects/sh97009091 http://id.loc.gov/authorities/subjects/sh85081337 |
| title | Selling to major accounts : tools, techniques, and practical solutions for the sales manager / |
| title_auth | Selling to major accounts : tools, techniques, and practical solutions for the sales manager / |
| title_exact_search | Selling to major accounts : tools, techniques, and practical solutions for the sales manager / |
| title_full | Selling to major accounts : tools, techniques, and practical solutions for the sales manager / Terry R. Bacon. |
| title_fullStr | Selling to major accounts : tools, techniques, and practical solutions for the sales manager / Terry R. Bacon. |
| title_full_unstemmed | Selling to major accounts : tools, techniques, and practical solutions for the sales manager / Terry R. Bacon. |
| title_short | Selling to major accounts : |
| title_sort | selling to major accounts tools techniques and practical solutions for the sales manager |
| title_sub | tools, techniques, and practical solutions for the sales manager / |
| topic | Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Customer loyalty. http://id.loc.gov/authorities/subjects/sh97009091 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Budgets de publicité. Consommateurs Fidélité. BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh Marketing Key accounts fast Customer loyalty fast Selling Key accounts fast |
| topic_facet | Selling Key accounts. Customer loyalty. Marketing Key accounts. Budgets de publicité. Consommateurs Fidélité. BUSINESS & ECONOMICS Marketing General. BUSINESS & ECONOMICS Distribution. Marketing Key accounts Customer loyalty Selling Key accounts |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=43868 |
| work_keys_str_mv | AT baconterryr sellingtomajoraccountstoolstechniquesandpracticalsolutionsforthesalesmanager |