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Successful Key Account Management In A Week: Be A Brilliant Key Account Manager In Seven Simple Steps
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Description
Additional information
| Weight | 0.112 kg |
|---|---|
| Dimensions | 0.6 × 12.8 × 19.6 cm |
| Publication City/Country | London, United Kingdom |
| ISBN 10 | 1473608546 |
| About The Author | Grant Stewart has specialized in Key Accounts, Sales Management and Business Development for many companies and has run his own training and consultancy company for the last 30 years. His market-leading book on Successful Sales Management has sold over 70,000 copies. |
Anything from Grant Stewart is bound to be of high quality, given his background, experience and wisdom. So it is of no surprise to me that this little book is a real gem, which you should read, use and keep handy for continuous reference. The days have long gone when a traditional sales approach was sufficient for major accounts. Given the electronic availability of data, companies know instantly, for example, what products are available to them worldwide and at what price, so the most likely source of differential advantage will come from in depth supplier relationships that enable them to avoid costs, reduce costs, or add value in some way. The only way this can be done by a supplier is by knowing as much, if not more, about the customers' business than they know about their own. Only then does a supplier have a chance of developing a relationship, which will not only help the customer to avoid disadvantage (let's be clear that any supplier can do this), but to create advantage for the customer. If you follow the straightforward guidelines in this book, your company's future is assured. | |
| Other text | You are just seven steps away from mastering key account managementSuccessful Key Account Management In A Week is a simple and straightforward guide to keeping pace with your customers, giving you everything you really need to know in just seven short chapters. It identifies the essential steps in the key account management process, from identifying sales growth opportunities and measuring the profitability of major customers to win/win negotiations and relationship management. |
| Table Of Content | : Sunday: Know your customer: Monday: Analyse your growth opportunities: Tuesday: Measure profits by account: Wednesday: Plan for success: Thursday: Negotiate Win/ Win: Friday: Relationship management/ team selling: Saturday: Partner your accounts |
| Back Cover Copy | Key account management just got easierYou are just seven steps away from mastering key account management. Imagine being able to fully understand your customers and consistently build relationships that move from short-term sales through to long-term customer value and retention. Now you can.Successful Key Account Management In A Week is a simple and straightforward guide to keeping pace with your customers, giving you everything you really need to know in just seven short chapters. It identifies the essential steps in the key account management process, from identifying sales growth opportunities and measuring the profitability of major customers to win/win negotiations and relationship management. You'll also find exercises to help you put it all into action.The fastest way to master key account management Whether you choose to read it in a week or in a single sitting, Successful Key Account Management In A Week is your fastest route to success:- Sunday: Know your customer- Monday: Analyse your growth opportunities- Tuesday: Measure profits by account – Wednesday: Plan for success – Thursday: Negotiate to win-win – Friday: Control activity levels- Saturday: Manage relationshipsLearn in a week, remember for a lifetime |
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