Abstract
This chapter is addressed to sales staff and their managers. It covers seven areas:
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(1)
Identifying prospects and deciding the account mix
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(2)
Researching the prospect
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(3)
Defining the account plan
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(4)
Developing a sales approach to meet the plan
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(5)
Negotiating the sale
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(6)
Teamwork in account development
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(7)
Managing account development
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© 1994 Palgrave Macmillan, a division of Macmillan Publishers Limited
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Macarthur, H.E., Stone, M. (1994). Selling and Account Management. In: How to Market Computers and Information Technology. Palgrave Macmillan, London. https://doi.org/10.1007/978-1-349-13402-1_9
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DOI: https://doi.org/10.1007/978-1-349-13402-1_9
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-0-333-60814-2
Online ISBN: 978-1-349-13402-1
eBook Packages: Palgrave Business & Management CollectionBusiness and Management (R0)