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

By Terry R. Bacon

Book Overview

"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."

• Format: Paperback
• Language: English
• ISBN: 0814410111
• ISBN13: 9780814410110
• Release Date: August 1999
• Publisher: Amacom
• Length: 336 Pages
• Weight: 1.30 lbs.
• Dimensions: 0.7" x 7.0" x 10.0"

Customer Reviews

Good resource for non-sales-people too!

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.

Great info on national account management.

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!