Selling to Major Accounts

Why waste your precious sales resources trying to lure potential prospects when you can use strategic account management to focus on the few customers that are responsible for the bulk of your revenue? In this ultimate guide to strategic account management, Terry R. Bacon provides a variety of useful tools that you can use to assess and analyze your key customers and competitors as well as your own company. As you read it, you will find yourself classifying your strategic customers and recognizing their importance to your company. Then you can prioritize the service and attention you give them. Using the strategies in this book can help your firm build a long-term competitive advantage. getAbstract recommends this book to CEOs, account managers, sales managers and salespeople who want to pump up revenues from existing sales efforts.