Ditemukan 7 dokumen yang sesuai dengan query
Hanan, Mack, author
Do you sell products or services? It doesn't matter: What you're really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relation ship. For 40 years, Mack Hanan's "Consultative Selling" has empowered hundreds...
New York: [American Management Association;;, ], 2011
e20436770
eBooks Universitas Indonesia Library
Bacon, Terry R., 1947-
"In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to identify and capture key opportunities and use a systematic approach to growing the accounts. Here's where they'll find the...
New York: [American Management Association;, ], 1999
e20438141
eBooks Universitas Indonesia Library
Simson Arifin, author
[Tesis ini menganalisa faktor-faktor yang mempengaruhi customer profitability pada pasar pembiayaan mobil bekas dalam penerapan key account management. Penelitian ini adalah penelitian kuantitatif dengan menggunakan data sekunder dari perusahaan pembiayaan mobil bekas dan dianalisis dengan menggunakan regresi linear. Hasil penelitian menunjukan bahwa age of relationship, sales volume dan strategic...
Depok: Fakultas Eknonomi dan Bisnis Universitas Indonesia, 2014
TA-pdf
UI - Tugas Akhir Universitas Indonesia Library
Chichester: Wiley, 2014
658.8 HAN (1)
Buku Teks Universitas Indonesia Library
Muhammad Vichy, author
Industri kemasan kertas di Indonesia baru mulai tumbuh diawal tahun 1990, permintaan ini tumbuh akibat berkembangnya industri makanan cepat saji yang mulai marak di Indonesia.
Pada tahun 1994 PT.DETPAK Indonesia didirikan sebagai rangkaian ekspansi Detmold packaging Group di Asia Pasific. Pada tahun-tahun berikutnya usaha PT. DETPAK Indonesia mengalami perkembangan yang sangat...
Depok: Fakultas Ekonomi dan Bisnis Universitas Indonesia, 2006
T18310
UI - Tesis (Membership) Universitas Indonesia Library
Hanan, Mack, author
"For more than two decades, Consultative Selling? has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions. The Seventh Edition gives you the tools to continue bringing superior results to 21st Century organizations?and take your own career to a new...
New York: [American Management Association, ], 2004
e20438598
eBooks Universitas Indonesia Library
Hanan, Mack, author
e
eBooks Universitas Indonesia Library
