Selling to Major Accounts: Tools, Techniques and Practical Solutions for the Sales Manager, Bacon

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Selling to Major Accounts is must reading for anyone who needs a proven method for answering the questions that are difficult but essential for successful business development. Bacon’s system works for sales teams that will commit themselves to following through on these fundamentals. Table of Contents contentsPrefacePart I INTRODUCTIONChapter 1 What is Strategic Account Management?Chapter 2 The Roles and Responsibilities of Strategic Account ManagersChapter 3 The Four Types of Customer RelationshipsPart II THE FOUNDATIONS OF STRATEGIC ACCOUNT MANAGEMENTChapter 4 The Management in Strategic Account ManagementChapter 5 Strategic Account Management as an Instrument of Corporate StrategyChapter 6 Identifying Strategic AccountsChapter 7 Building Account TeamsPart III ACCOUNT PLANNINGChapter 8 The Account Planning ProcessChapter 9 Gathering InformationChapter 10 Analyzing Your CustomerChapter 11 Analyzing Your CompetitorsChapter 12 Analyzing Your PositionChapter 13 Developing Account StrategyPart IV? IMPLEMENTING THE ACCOUNT PLANChapter 14 Building Internal SupportChapter 15 Managing RelationshipsChapter 16 Managing InformationChapter 17 Managing Customer DelightChapter 18 Managing MomentumChapter 19 Managing OpportunitiesChapter 20 The Future of Strategic Account ManagementAppendix: Sample Strategic Account PlanIndex