Sales Account Management

The most crucial sales skill, at the heart of any successful sales career, is the art of sales account management - the ability to get on with customers, to identify their needs, and to meet them, building both sales and customer loyalty. This practical guide shows how. The book is written with three objectives in mind. The first is to provide a salesperson with the tools and techniques that they need to be successful in their dealings with customers. The second is to enable Sales Managers to manage their sales forces more effectively. The third is to provide sales professionals with the path, should they wish to take it, from sales representative to sales management through account management en route.