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Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager, by Terry R. Bacon Ph.D.
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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.
- Sales Rank: #353249 in Books
- Brand: Brand: Springer
- Published on: 1999-06-01
- Original language: English
- Number of items: 1
- Dimensions: 1.11" h x 7.22" w x 10.28" l, 1.10 pounds
- Binding: Hardcover
- 336 pages
- Used Book in Good Condition
About the Author
TERRY R. BACON, Ph.D. (Durango, CO) is the founder and CEO of the Self-Management Institute, a major provider of corporate training programs and consulting services in many aspects of business development, including account management. He has authored or co-authored nearly 40 books.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Some great stuff in here
By RB
Used this text book for a Key Account Management class. It really gives a lot of information about creating an account plan for major accounts. Good examples, easy to read text.
Not going to use it in the future so I'm going to sell it used, but it was a good read, highly recommend for any salespeople managing key accounts.
0 of 0 people found the following review helpful.
Good resource for non-sales-people too!
By LibAv
I am a corporate librarian. This book was recommended to me by one of our top marketing people because it has chapters on gathering and leveraging information about your clients. While it didn't give me any new tips on how to do research (that's not what it's about), it gave me great insight into what type of information my internal clients need and how they will use it. I recommend this book to sales managers, but also to anyone who supports sales managers.
0 of 0 people found the following review helpful.
Great info on national account management.
By A Customer
An excellent book on national account management that emphasizes 'customer delight' as a primary sales goal. I like how the author covers the foundations and then moves through planning to implementing the account plan. Lots of charts, tools, and minicases clearly illustrate the concepts. A must-read for the sales professional!
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