Manage Globally, Sell Locally: The Art of Strategic Account Management
- ISBN-10
- 0786303301
- ISBN-13
- 9780786303304
- Category
- Business & Economics
- Pages
- 198
- Language
- English
- Published
- 1995
- Publisher
- McGraw Hill Professional
- Author
- A. Lee Blackstone
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.
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