References
- Barrett, John (1986), “Why Major Account Selling Works,” Industrial Marketing Management, Volume 15, pp. 63–75.
- Bureau of Business Practice (1986), “National Accounts: Trends for the Eighties and Beyond,” August 30.
- Colletti, J. A. (1986), “Major Account Sales Management: Successful Principles and Practices,” American Marketing Association, Sales Management Bulletin, Volume 2, Fall.
- Churchill Jr., G. A., Ford, N. M., and Walker Jr., O. C. (1985), Sales Force Management: Planning, Implementation and Control, Second Edition, Homewood, IL: R. D. Irwin.
- Hanan, Mack (1982), Key Account Selling, New York: AMACOM.
- Miller, R. B. and Heiman, S. E. (1987), Conceptual Selling, New York: Henry Holt & Company, Inc.
- Miller, R. B. and Heiman, S. E. (1985), Strategic Selling, New York: William Morrow and Company, Inc.
- Platzer, Linda C. (1984), Managing National Accounts, New York: The Conference Board.
- Research Institute of America (1986), “National Account Marketing: Get on the Bandwagon,” New York: April.
- Shapiro, B. P. and Posner, R. S. (1976), “Making the Major Sale,” Harvard Business Review, March-April, pp. 68–78.
- Shapiro, B. P. and Wyman, J. (1981), “New Ways to Reach Your Customers,” Harvard Business Review, July-August, pp. 103–110.
- Tubridy, G. (1986), “How to Pay National Account Managers,” Sales and Marketing Management, January 13, pp. 50–53.