Manage globally, sell locally
Subtitle: the art of strategic account management
By: A. Lee Blackstone.
Publisher: Irwin Professional Pub.
Published: 1995
Place of publication: Burr Ridge, Ill
Language: eng
Number of pages: 198
Subjects: Selling -- Key accounts.; Marketing -- Key accounts.; Sales management.
Description: "... Addresses the factors that make managing the account relationship different from territory management, and offers tools to help the account manager measure success or position within the account. ... Outlines how a team approach can be used to successfully sell at all levels of the customer's organization."--Book jacket.
Notes: Includes index.