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Selling big : growing your business within large companies / Michael Raquet ; foreword by Tony Alessandra.
- Format:
- Book
- Author/Creator:
- Raquet, Michael.
- Language:
- English
- Subjects (All):
- Corporations.
- Marketing research.
- Selling.
- Physical Description:
- 1 online resource (217 p.)
- Distribution:
- London : Bloomsbury Publishing, 2024
- Place of Publication:
- Santa Barbara, Calif. : Praeger, c2010.
- Language Note:
- English
- Summary:
- Showcasing the Client Alignment® process, this book details steps for reorienting a company to expertly align plans and activities to the specific goals and objectives of large clients.
- Contents:
- Client alignment : the sales approach for the 21 century
- You can't beat this system!
- Clients as guides to business development activities
- The right activities produce the right results
- Three groups make client impact
- Time and attitude adjustment
- Market research
- The account plan
- Successful account teams
- Creating leads through hunting, fishing, and farming
- Keeping track of leads
- Getting appointments
- Investigating prospects
- Navigating prospects
- Creating the vision for prospects
- Proposal-to-close activities
- Developing loyal clients.
- Notes:
- Description based upon print version of record.
- Includes bibliographical references and index.
- ISBN:
- 9798216012696
- 9780313380006
- 0313380007
- OCLC:
- 502150620
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