{"product_id":"selling-to-major-accounts-tools-techniques-and-practical-solutions-for-the-sales-manager-9780814410110b","title":"Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager","description":"\u003cspan style=\"font-weight: bold;\"\u003eIn 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.\u003c\/span\u003e\u003cdiv\u003e\n\u003cbr\u003e\u003cspan style=\"font-style: italic;\"\u003eSelling to Major Accounts\u003c\/span\u003e 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:\u003cbr\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003eidentify the major accounts with the greatest potential \u003c\/li\u003e\n\u003cli\u003eprogress from vendor to strategic ally \u003c\/li\u003e\n\u003cli\u003ecraft account plans that are geared for action \u003c\/li\u003e\n\u003cli\u003emanage the customer relationship for greater results \u003c\/li\u003e\n\u003cli\u003edevelop winning account strategies.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e","brand":"HarperCollins Focus LLC.","offers":[{"title":"Bargain","offer_id":42891158356048,"sku":"9780814410110B","price":27.99,"currency_code":"CAD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0592\/8173\/5760\/files\/9780814410110-l.jpg?v=1788367910","url":"https:\/\/bookoutlet.com\/en-ca\/products\/selling-to-major-accounts-tools-techniques-and-practical-solutions-for-the-sales-manager-9780814410110b","provider":"Book Outlet","version":"1.0","type":"link"}