Successful Key Account Management In A Week: Be A Brilliant Key Account Manager In Seven Simple Steps - Couverture souple
Synopsis
You are just seven steps away from mastering key account management
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.
Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.
À propos de l?auteur
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.
À propos de la quatrième de couverture
Key account management just got easier
You 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 relationships
Learn in a week, remember for a lifetime
Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.
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Successful Key Account Management in a Week: Teach Yourself
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ISBN 10 : 1473608546
ISBN 13 : 9781473608542
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Successful Key Account Management in a Week: Teach Yourself
Edité par
Teach Yourself, 2016
ISBN 10 : 1473608546
ISBN 13 : 9781473608542
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Couverture souple
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Successful Key Account Management in a Week: Teach Yourself
Edité par
Teach Yourself, 2016
ISBN 10 : 1473608546
ISBN 13 : 9781473608542
Ancien ou d'occasion
Paperback
Vendeur : Books From California, Simi Valley, CA, Etats-Unis
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Successful Key Account Management In A Week
Vendeur : Rarewaves.com USA, London, LONDO, Royaume-Uni
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Paperback. Etat : New. Key account management just got easier'This little book is a real gem' Professor Malcolm McDonaldKey account management is increasingly important and must keep pace with its customers as they continually develop and evolve, often resulting in increasingly sophisticated buying structures. The key account manager therefore requires a wide variety of skills in order to be successful; this is not only an important job role in its own right, it is often a stepping stone to career development, leading to more senior management jobs.Successful Key Account Management In A Week is a week long course. On Sunday you are encouraged to Know your customer as success depends on a relationship that is both rewarding and valuable. On Monday you will Analyse your growth opportunities. The competitiveness of the company must be appraised to enable the identification of sales growth opportunities and all major accounts should be compared in appeal and position to give an indication of the strategy to be adopted for customers. On Tuesday you will Measure profits by account. You will be shown how to measure the profitability of major customers and to draw up league tables to enable profit improvement strategies. On Wednesday you will Plan for success, building on the analysis of growth opportunities and profit measurement already considered, to result in a best judgement final plan. On Thursday you will learn to Negotiate to win-win; success relies on understanding the difference between negotiation and selling and being able to conduct negotiations to produce a win-win situation in which the objectives of both sides are considered. On Friday you will look at Control activity levels and the monitoring of standards of performance to enable the presentation of plans and progress, allowing the measurement of success against these plans. And finally, on Saturday you are reminded to Manage relationships with an introduction to the Relationship Model which describes how business with a customer changes as it moves from a transactional or short-term sales achievement, to collaboration with long-term customer value and retention.'This little book is a real gem, which you should read, use and keep handy for continuous reference. If you follow the straightforward guidelines in this book, your company's future is assured' Professor Malcolm McDonald, Former Professor of Marketing and Deputy Director, Cranfield University School of Management. N° de réf. du vendeur LU-9781473608542
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Successful Key Account Management In A Week (Paperback)
Edité par
John Murray Press, London, 2016
ISBN 10 : 1473608546
ISBN 13 : 9781473608542
Neuf
Paperback
Vendeur : Grand Eagle Retail, Bensenville, IL, Etats-Unis
Évaluation du vendeur 5 sur 5 étoiles
Paperback. Etat : new. Paperback. Key account management just got easier'This little book is a real gem' Professor Malcolm McDonaldKey account management is increasingly important and must keep pace with its customers as they continually develop and evolve, often resulting in increasingly sophisticated buying structures. The key account manager therefore requires a wide variety of skills in order to be successful; this is not only an important job role in its own right, it is often a stepping stone to career development, leading to more senior management jobs.Successful Key Account Management In A Week is a week long course. On Sunday you are encouraged to Know your customer as success depends on a relationship that is both rewarding and valuable. On Monday you will Analyse your growth opportunities. The competitiveness of the company must be appraised to enable the identification of sales growth opportunities and all major accounts should be compared in appeal and position to give an indication of the strategy to be adopted for customers. On Tuesday you will Measure profits by account. You will be shown how to measure the profitability of major customers and to draw up league tables to enable profit improvement strategies. On Wednesday you will Plan for success, building on the analysis of growth opportunities and profit measurement already considered, to result in a best judgement final plan. On Thursday you will learn to Negotiate to win-win; success relies on understanding the difference between negotiation and selling and being able to conduct negotiations to produce a win-win situation in which the objectives of both sides are considered. On Friday you will look at Control activity levels and the monitoring of standards of performance to enable the presentation of plans and progress, allowing the measurement of success against these plans. And finally, on Saturday you are reminded to Manage relationships with an introduction to the Relationship Model which describes how business with a customer changes as it moves from a transactional or short-term sales achievement, to collaboration with long-term customer value and retention.'This little book is a real gem, which you should read, use and keep handy for continuous reference. If you follow the straightforward guidelines in this book, your company's future is assured' Professor Malcolm McDonald, Former Professor of Marketing and Deputy Director, Cranfield University School of Management Your fastest route to successful key account management Learn in a week, what the experts learn about negotiation in a lifetime. Written by Grant Stewart, a leading expert on key account management, Successful Key Account Management In A Week gives you the insider secrets to building successful relationships with your customers. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. N° de réf. du vendeur 9781473608542
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Successful Key Account Management In A Week
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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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Successful Key Account Management In A Week: Be A Brilliant Key Account Manager In Seven Simple Steps
Edité par
Teach Yourself, 2016
ISBN 10 : 1473608546
ISBN 13 : 9781473608542
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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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