Why major account selling works-Reference-Cited by-同舟云学术

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Why major account selling works

Published:1986-02 Issue:1 Volume:15 Page:63-73
ISSN:0019-8501
Container-title:Industrial Marketing Management
language:en
Short-container-title:Industrial Marketing Management

Author:

Barrett John

Publisher

Elsevier BV

Subject

Marketing

Reference11 articles.

1. NAM's to the Rescue;Bragg,1982

2. Managing a National Account Sales Team;Coppett,1983

3. Framework of Industrial Buying & Selling;Hakansson,1979

4. More Than One Way To Use the 80-20 Rule in Setting Up a Key Account System;Hanneh,1980

5. How to Segment Industrial Markets;Shapiro,1984

Cited by 72 articles. 订阅此论文施引文献订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. The Impact of Supplier Flexibility, Dependence, and Trust on Behavioral Loyalty in the Retail Superstore;Ekonomski pregled;2024

2. IMPACT OF KEY ACCOUNT MANAGEMENT ORIENTATION ON COMPANY’S FINANCIAL PERFORMANCE;EMC Review - Časopis za ekonomiju - APEIRON;2023-05-21

3. Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis;Industrial Marketing Management;2022-11

4. What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople;Industrial Marketing Management;2022-10

5. Relational key account management: insights from the Middle Eastern context;Journal of Business & Industrial Marketing;2021-06-14

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