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

ISBN-10: 0814404626

ISBN-13: 9780814404621

Edition: 1999

Authors: Terry R. Bacon

List price: $65.00 Buy it from $9.34
30 day, 100% satisfaction guarantee

If an item you ordered from TextbookRush does not meet your expectations due to an error on our part, simply fill out a return request and then return it by mail within 30 days of ordering it for a full refund of item cost.

Learn more about our returns policy


In most businesses, 80% of the revenue comes from 20% of the customers. This disproportionately important group must be managed differently from other accounts. Terry Bacon presents a set of processes for building relations with such customers.
Used Starting from $29.42
what's this?
Rush Rewards U
Members Receive:
You have reached 400 XP and carrot coins. That is the daily max!
Study Briefs

Limited time offer: Get the first one free! (?)

All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.

Add to cart
Study Briefs
Business Ethics Online content $4.95 $1.99
Add to cart
Study Briefs
Business Law Online content $4.95 $1.99
Add to cart
Study Briefs
Management Online content $4.95 $1.99
Customers also bought

Book details

List price: $65.00
Copyright year: 1999
Publisher: Amacom
Publication date: 8/3/1999
Binding: Hardcover
Pages: 336
Size: 7.75" wide x 10.50" long x 1.25" tall
Weight: 1.738
Language: English

What Is Strategic Account Management?
Strategic Account Management as an Approach to Selling
Strategic Account Management as Investment Management
The Roles and Responsibilities of Strategic Account Managers
Account Manager or Account Team Leader
Executive Sponsor
Sales Manager
The Four Types of Customer Relationships
Preferred Supplier
Strategic Ally
Summary of Part I
The Foundations of Strategic Account Management
The Management in Strategic Account Management
Strategic Account Management as an Instrument of Corporate Strategy
The Strategic Planning Process
Redefining the Business Mission--The Forces of Inertia
Redefining the Business Mission--The Forces of Change
Environmental Assessment
Internal Assessment
Changes in Existing Business
Developing and Executing Business Strategy
Strategic Account Management as a Competitive Strategy
Identifying Strategic Accounts
Account Classifications
Strategic Accounts
Normal Accounts
Classifying Customers
Handling Complex Accounts
Building Account Teams
Identifying the Account Manager
Supporting the Account Manager
Summary of Part II
Account Planning
The Account Planning Process
Annual Account Plan Revision
The Logic of the Account Plan
Gathering Information
Levels of Information
(Public) Information
(Deep Public) Information
(Private) Information
(Deep Private) Information
Turning Information Into Intelligence
Analyzing Your Customer
Your Customer's Industry and Markets
Your Customer's Strategies and Synergies
Your Customer's Structure and Management
Your Customer's Key People
Personal Profiles of Key People
Your Customer's Buying Process
Your Customer's Performance
The Customer's Need for Your Products
The Implications of Customer Intelligence
Doing a Customer SWOT Analysis
Analyzing Your Competitors
Gathering Competitor Intelligence
Current Relationship and Business Activities
Capabilities and Resources
Competitive Strategies
Strengths and Weaknesses
Customer Perceptions
The Four Pillars of Position
The Pillar of Strength
The Pillar of Strategy
The Pillar of Staff
The Pillar of Support
Cracks in the Foundation--Competitor Vulnerabilities
Toppling the Pillar of Strength
Toppling the Pillar of Strategy
Toppling the Pillar of Staff
Toppling the Pillar of Support
Analyzing Your Position
Building a History of Your Relationship
Analyzing Your Position
Your Current Relationship and Business Activities
Capabilities and Resources
Competitive Strategies
Strengths and Weaknesses
Customer's Perceptions
The Relationship Life Cycle
Identifying and Prioritizing Your SWOTs
Your Strengths
Your Weaknesses
Your Opportunities
Your Threats
Prioritizing Your SWOT Analysis
Developing Account Strategy
Developing a Vision
Setting Account Objectives
Fundamental Strategy
SMART Objectives
Creating Action Plans
Basic Action Plans
Relationship Action Plans
Revenue Action Plans
Summary of Part III
Implementing the Account Plan
Building Internal Support
Syndicating Your Account Plan
Gaining Internal Alignment
Overcoming Resistance
Finding an Executive Sponsor
Creating a Virtual Account Team
Managing Relationships
Building Needs-Satisfaction Trust
Building Personal Trust
Sustaining Personal Relationships
Building Institutional Trust
Sustaining Institutional Relationships
Building a Zippered Net
Managing Information
Developing the Customer's Information Base
Managing Knowledge Building
Managing Noise and Uncertainty
Developing Your Own Information Base
Using an Information Plan
Analyzing and Interpreting Information
Maintaining and Distributing Information
Managing Customer Delight
Executing Work and Resolving Problems
Stapling Yourself to the Order
Setting Joint Expectations and Measuring Results
Resolving Problems Through SWAT Teams
Assessing the Relationship and Measuring Delight
Guarding Against Complacency
Anticipating Change
Managing Momentum
Precycling--Positioning for Your Customer's Demand Cycles
Precycling--The Micro Factors That Impact Demand
Precycling--The Macro Factors That Impact Demand
Precycling--Recognizing Demand Fluctuations
Precycling--Anticipating Demand Fluctuations
Presponding--Positioning for Shifts in Momentum
Prevolving--Positioning for Market Trends and Innovation
Managing Opportunities
Assessing Opportunities
Making the Pursuit Decision
Determining Opportunity Value
Analyzing the Customer's Key Issues
Analyzing the Customer's Decision Makers
Applying Selection Criteria
Go Indicators
Stop Indicators
Developing Opportunity Strategy
Crafting Your Themes
Managing the Pursuit
Summary of Part IV
The Future of Strategic Account Management
Sample Strategic Account Plan
Free shipping on orders over $35*

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

Learn more about the TextbookRush Marketplace.