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Book Cover
Book
Author Blackstone, A. Lee.

Title Manage globally, sell locally : the art of strategic account management / A. Lee Blackstone
Published Burr Ridge, Ill. : Irwin Professional Pub., [1995]
©1995

Copies

Location Call no. Vol. Availability
 WATERFT BUSINESS  658.85 Bla/Mgs  AVAILABLE
Description xv, 198 pages : illustrations ; 21 cm
Contents Ch. 1. The Strategic Account Manager -- Ch. 2. The Four Phases of Account Development -- Ch. 3. Understanding the Customer's Organization -- Ch. 4. Strategic Account Management -- Ch. 5. The Situation Analysis for Focused Accounts -- Ch. 6. Presenting the Case to Management -- Ch. 7. Preparing to Develop the Strategic Account -- Ch. 8. How Can We Develop the Appropriate Relationships? -- Ch. 9. Heirs to the Glass Tower -- Ch. 10. The Account as a Market - Finding the Sales Opportunity -- Ch. 11. The Account Planning Process -- Ch. 12. The Account Planning Session -- Ch. 13. Planning an Executive Seminar -- Ch. 14. How to Profit from Automating Account Management -- Ch. 15. Automating the Account Management Process -- Ch. 16. Implementation of the Strategic Account Manager - Automated Edition -- Ch. 17. Summary
Notes Includes index
Subject Marketing -- Key accounts.
Sales management.
Selling -- Key accounts.
LC no. 94011218
ISBN 0786303301