Selling to Fortune 500 companies
By: Michael Raquet ; foreword by Tony Alessandra.
Publisher: Praeger
Published: 2010
Place of publication: Santa Barbara, Calif
Language: eng
ISBN-13: 9780313380006; 9780313380013
Subjects: Selling; Marketing research; Corporations
Notes: Includes bibliographical references and index.
Table of contents: title: Client alignment : the sales approach for the 21 century; title: You can't beat this system!; title: Clients as guides to business development activities; title: The right activities produce the right results; title: Three groups make client impact; title: Time and attitude adjustment; title: Market research; title: The account plan; title: Successful account teams; title: Creating leads through hunting, fishing, and farming; title: Keeping track of leads; title: Getting appointments; title: Investigating prospects; title: Navigating prospects; title: Creating the vision for prospects; title: Proposal-to-close activities; title: Developing loyal clients.