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Focusing on communication and building relationships, walks through the several steps of landing a m...
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Focusing on communication and building relationships, walks through the several steps of landing a major sale and maintaining the account for the long term. Explains account development cycles, the process of strategic marketing, the distinctive roles of various marketing tactics, the role of sales in developing target accounts, and the tools for evaluating progress and capitalizing on opportunities. No bibliography. Annotation c. by Book News, Inc., Portland, Or.
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