Managing the big sale: A relationship approach to marketing strategies, tactics and selling/ by John V. Crosby.

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.