Manage globally, sell locally : the art of strategic account management

著者

• Blackstone, A. Lee

書誌事項

Manage globally, sell locally : the art of strategic account management

A. Lee Blackstone

Irwin Professional Pub., c1995

注記

Includes index

内容説明・目次

内容説明

This book addresses the factors that make managing the account relationship different from territory management and offers tools to help the account manager measure success of position within the account. Ideally suited for organizations with an account-focused sales force selling complex products to global accounts, this unique guide outlines how a team approach can be used to successfully sell at all levels of the customer's business strategy and use that strategy to maintain the account while leveraging new opportunities; address the factors that make managing an account different from managing a territory; build a long-term relationship with the customer and position your company to help the customer achieve success; uncover the competition's weakness and lock them out!

「Nielsen BookData」 より

詳細情報

• NII書誌ID(NCID): BA27163101
• ISBN:
  • 0786303301
• LCCN: 94011218
• 出版国コード: us
• タイトル言語コード: eng
• 出版地: Burr Ridge, Ill.
• ページ数/冊数: xv, 198 p.
• 大きさ: 21 cm
• 分類:
  • LCC : HF5438.8.K48
  • DC20 : 658.85
• 件名:
  • LCSH : Selling -- Key accounts
  • LCSH : Marketing -- Key accounts
  • LCSH : Sales management