Kaplan, Steve Primary Author mixed material bibliography Austin Bard Press 2005 en English

Printed Material

207 p. : index '; 24 cm You probably dream of landing that big account -- the one that will put you over the top! Here's a sales and marketing strategy that can help you get that giant customer -- your own Elephant -- and dramatically increase your revenue, profits and success. More than a strategy book, this book is packed with proven tactics, tools, and techniques along with real-world examples from the author's vast experience that will demonstrate how you can put these powerful ideas to work. To prepare you for long-term success, this book shows you: · the 6 keys for a successful big-customer focus · how to map and use a big company’s red tape to your advantage · ideas and techniques for developing your own "Elephant" prospect list · how to find champions who can become your inside sales reps · how to build strong alliances that result in maximum sales · secrets of negotiating with an "Elephant" without giving away your profit margins · techniques for turning customer catastrophes into customer loyalty · how to avoid the 5 killer mistakes that can put you out of business. (from the publisher) Consumer satisfaction BT/BA 363 1885167628 Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen BT/BA 363 Kap 32871 General (General) BT/BA Kap 32104 2005-10-28 00:00:00 2025-12-23 10:03:03 machine generated