Selling and Account Management

Hamish E. Macarthur and Merlin Stone

Chapter Chapter 9 in How to Market Computers and Information Technology, 1994, pp 162-195 from Palgrave Macmillan

Abstract: Abstract This chapter is addressed to sales staff and their managers. It covers seven areas: (1) Identifying prospects and deciding the account mix (2) Researching the prospect (3) Defining the account plan (4) Developing a sales approach to meet the plan (5) Negotiating the sale (6) Teamwork in account development (7) Managing account development

Keywords: Account Management; Sales Management; Senior Staff; Formal Interface; Account Development (search for similar items in EconPapers)
Date: 1994
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-349-13402-1_9

Ordering information: This item can be ordered from
http://www.palgrave.com/9781349134021

DOI: 10.1007/978-1-349-13402-1_9

Access Statistics for this chapter

More chapters in Palgrave Macmillan Books from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().