Key Account Management in a Week
Published on 28. March 2003
Book
Paperback/Softback
96 pages
978-0-340-85794-6 (ISBN)
Description
Key account management is central to any company's sales and marketing strategy. On average 20 per cent of customers create almost 80 per cent of overall revenue. This book is a guide to winning and maintaining profitable and trusted relationships with key customers.
More details
Series
Language
English
Place of publication
United Kingdom
Publishing group
John Murray Press
Target group
College/higher education
Professional and scholarly
Illustrations
30 b&w cartoons
Dimensions
Height: 199 mm
Width: 129 mm
Thickness: 9 mm
Weight
124 gr
ISBN-13
978-0-340-85794-6 (9780340857946)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
Grant Stewart has specialised in Key Accounts, Sales Management and Business Development for many companies and has run his own training and consultancy company for the last 16 years. He is a Group Course Director for the Chartered Institute of Marketing and the Institute of Professional Sales.
Content
1 - Sunday: Know your customer 2 - Monday: Analyse your growth opportunities 3 - Tuesday: Measure profits by account 4 - Wednesday: Plan for success 5 - Thursday: Negotiate Win/Win 6 - Friday: Relationship management/team selling 7 - Saturday: Partner your accounts