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2 Reviews
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4.0 out of 5 stars
Good resource for non-sales-people too!,
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.,
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!
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Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager by Terry R. Bacon (Hardcover - June 1, 1999)
Used & New from: $5.00
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