| Description |
1 online resource (xxv, 262 pages) |
| Contents |
Whale Hunting; Contents; Foreword; Preface; Acknowledgments; Author Biographies; Chapter 1: The Whale Hunters' Story; Chapter 2: Signs of the Times; Chapter 3: Know the Whale; Chapter 4: Send Out the Scouts; Chapter 5: Set the Harpoon; Chapter 6: Ride the Whale; Chapter 7: Capture the Whale; Chapter 8: Sew the Mouth Shut; Chapter 9: Beach the Whale; Chapter 10: Honor the Whale; Chapter 11: Celebrate the Whale; Epilogue: Let the Hunt Begin; Glossary; Index |
| Summary |
Using the ancient Inuit whale hunt as a metaphor, this book provides a nine-phase model for finding, landing and harvesting whale-size accounts - the kinds of accounts that transform a business |
| Notes |
Includes index |
|
English |
|
Print version record |
| Subject |
Sales management.
|
|
BUSINESS & ECONOMICS -- Sales & Selling -- Management.
|
|
Sales management
|
| Form |
Electronic book
|
| Author |
Smith, Barbara Weaver.
|
| ISBN |
9780470228678 |
|
0470228679 |
|
9780470443378 |
|
0470443375 |
|
1281204064 |
|
9781281204066 |
|
9786611204068 |
|
6611204067 |
|
