Managing the big sale: A relationship approach to marketing strategies, tactics and selling/ by John V. Crosby.
Material type:
TextPublication details: --Illinois: NTC Business Books c1996.Description: xiii, 224p. ill.; 23.5cmISBN: - 0-8442-3427-3
- BCir. 658.85 C883m
| Item type | Home library | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Bansalan Circulation1 | UM Bansalan College LIC | BCir. 658.85 C883m 1996 (Browse shelf(Opens below)) | c.1 | Available | 1745 | ||
| Bansalan Circulation1 | UM Bansalan College LIC | BCir. 658.85 C883m 1996 (Browse shelf(Opens below)) | c.2 | Available | 3914 |
Includes appendix and index
Chapter 1. The Account Development Cycle and the Complex or " Big" Sale --2. The Role, Responsibilities, and Relationships of Strategic Marketing --3. Strategic Planning --4.Served Markets --5. The Product Portfolio --6. Market Segmentation --7. The Role, Responsibilities, and Relationships of Tactical Marketing --8. Market Development --9. Target Account Identification --10. Engagement Strategy --11. The Role, Responsibilities, and Relationships of Sales --12. Target Account Qualification --13. Target Account Development --14. Target Account Service and Expansion --15. Technology Information --16. Target Account Reviews --17. Business Won/Business Lost Analyses --18. Standard Software Tools.
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