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

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

  • ISBN-13: 9780814404621
  • $10.54

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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.

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