Linking major account research to sales revenue

A discussion of business-to-business (B2B) customer satisfaction research. B2B rel;ationships are complex, and vary according to the nature of the client's products and services.

Linking Major Account Research To Sales Revenue

Charles Sweeten  Henley Management College andJeremy Griffiths  Maritz Research

SUMMARY

    1. Analysis of individual major accounts gives central management an insight into what most affects the major...