1. Effective major account sales management
- Author
-
Colletti, Jerome A. and Tubridy, Gary S.
- Subjects
Sales management -- Research ,Sales personnel -- Management ,Business ,Business, general ,Retail industry - Abstract
The use of national or major account sales programs is becoming more prevalent in companies which seek a competitive edge in serving strategically important customers. From 1975 to 1986, the number of major account sales programs operated by U.S. based corporations grew from about a dozen to well over 300. However, the sales management literature has not kept pace with the increased use of major account selling. The purposes of this article are to summarize selected references on the subject, report the results of a survey designed to determine the requirements of an effective major account sales program, and describe the areas in need of future research. (Reprinted by permission of the publisher.)
- Published
- 1987