Summary of Selling to Major Accounts

Tools, Techniques and Practical Solutions

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Selling to Major Accounts book summary
Every sales force needs hunters and farmers: The hunters bag the big accounts and the farmers make them grow.

Rating

8 Overall

9 Applicability

8 Innovation

7 Style

Recommendation

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.

In this summary, you will learn

  • What strategic account management is
  • How to identify strategic accounts
  • How to analyze yourself and your competitors
 

Summary

Strategic Account Management
Strategic account management means focusing your sales effort on the customers who make up the bulk of your sales. A strategic account management approach to selling is very different from other common methods. Strategic account management is not the same as...
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About the Author

Terry R. Bacon, Ph.D., is the president and CEO of Lore International Institute, a consulting firm that offers corporate training programs in sales and marketing, leadership and strategic account management. He has written more than 80 books and educational programs.


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    John MacDonald 3 years ago
    Really helpful model for learning different approaches to different account types, and how to manage the time invested in each.

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