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

Terry R. Bacon Ph.D. (Author)

Book Description

Publication Date: June 1, 1999 | ISBN-10: 0814404626 | ISBN-13: 978-0814404621 | Edition: 1

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.

Editorial Reviews

Book Description

"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 find the powerful tools, processes, and techniques to succeed.

Selling to Major Accounts is full of practical, proven approaches to account management. Loaded with examples, tables, charts, checklists, and real-life case studies from the author's vast consulting experience, it shows how to:

* identify the major accounts with the greatest potential

* progress from vendor to strategic ally

* craft account plans that are geared for action

* manage the customer relationship for greater results

* develop winning account strategies."

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.

Product Details

• Reading level: Ages 17 and up
  
• Hardcover: 336 pages
• Publisher: AMACOM; 1 edition (June 1, 1999)
• Language: English
• ISBN-10: 0814404626
• ISBN-13: 978-0814404621
• Product Dimensions: 10.2 x 7 x 1.3 inches
• Shipping Weight: 1.8 pounds
• Average Customer Review: 4.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #939,695 in Books (See Top 100 in Books)

More About the Author

Terry R. Bacon (1947) is the scholar-in-residence for the Korn/Ferry Institute and has been a writer, speaker, business leader, coach, and consultant for more than thirty years. He has also written poetry, developed educational programs,and written screenplays--and he is now president of a summer classical music festival and chairman of the Fort Lewis College Foundation. Before Korn/Ferry, he was a founder and CEO of Lore International Institute and for the past four years has been named one of the top leadership thinkers in the world by Leadership Excellence magazine. He lives and works in Colorado and Hawaii. His latest book, The Elements of Power, was named one of the 11 Top Business Books in 2011 by CIO Insight.

Customer Reviews

Most Helpful Customer Reviews

4.0 out of 5 stars Good resource for non-sales-people too!, November 3, 2008

By 

LibAv (Oregon) - See all my reviews

This review is from: Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager (Paperback)

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.

4.0 out of 5 stars Great info on national account management., September 8, 1999

By A Customer

This review is from: Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager (Hardcover)

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!