The skills required by sales executives and managers to sell to key accounts is very different from standard sales techniques. Those selling to key customers must focus their efforts on building long-term turnover and profitability, and on understanding the special needs of individual clients. This guide explains how to win and keep key customers by: identifying the decision-makers; building an account team; running a customer contact programme; developing accounting plans; and selling both prod...
The Strategy and Tactics of Pricing
by Thomas Nagle, John Hogan, and Joseph Zale
For undergraduate introduction to Market Pricing courses. A comprehensive and practical, step-by-step guide to pricing analysis and strategy development. The Strategy and Tactics of Pricing shows readers how to manage markets strategically—rather than simply calculate pricing based on product and profit—in order to improve their competitiveness and the profitability of their offers. The fifth edition contains a new chapter on price implementation and several updated examples on pricing challe...
CIM Practice and Revision Kit
This practice and revision kit focuses on communications strategy for marketing. It is part of a range of CIM kits launched in 1994. Throughout that period, the range has been developed, adding new features whilst ensuring the material remains focused on the CIM exams. All texts carry the full recommendation of the CIM examiners.
Outstanding Sales Performance
The Secrets of Power Negotiating (Inside Secrets from a Master Negotiator, #1)
by Roger Dawson
Good Things Come To Those Who Work In Finance
by Team Building Art Journals
FEEDBACK! Sales Advice from the Buyer's Desk
by Christopher Locke Cpsm
Turning conceptual marketers into marketing engineers.June 2004 update: This title is now available solely through the authors. Students may purchase it online at http://www.trafford.com/4dcgi/view-item?item=5338 Please make a note of this change since Prentice Hall will not be reprinting this title or able to offer it once our current inventory is depleted.Marketing professionals today are surrounded by information technology, which they need to exploit to succeed in their markets. This is a ma...
A Sales Manager's Road Map To Dynamic Sales Performance
by Fred Liesong and Charlie Hauck
Quick Guide III - How to Bridge the Pillars of Successful Business Relationships (Quick Guides to Business, #3)
by Paul C Burr Phd