- Paperback: 120 pages
- Publisher: Capstone Publishing Ltd (30 Jan 2003)
- Language English
- ISBN-10: 1841125016
- ISBN-13: 978-1841125015
- Amazon Bestsellers Rank: 5,317,414 in Books (See Top 100 in Books)
- See Complete Table of Contents
Account Management: Sales 12.5 (Express Exec)
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Product Description
Product Description
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
From the Back Cover
*Fast-track route to understanding key account management and its importance to a successful and profitable business
*Covers increasing the volume, profitability and predictability of key account sales, a team-based approach to account selling, planning for long-term account management and allocation of resouces
*Examples and lessons using SWOT analysis on the mission statements of a number of companies from different sectors
*Includes a resource section and access to a free website for insights, ideas and the best practice in account management, as well as key steps to practicing successful account management, key concepts and thinkers and an FAQ section
*Covers increasing the volume, profitability and predictability of key account sales, a team-based approach to account selling, planning for long-term account management and allocation of resouces
*Examples and lessons using SWOT analysis on the mission statements of a number of companies from different sectors
*Includes a resource section and access to a free website for insights, ideas and the best practice in account management, as well as key steps to practicing successful account management, key concepts and thinkers and an FAQ section
Inside This Book
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First Sentence
It has long been the case in high technology that the tightness of the relationship between key accounts and the selling company has dictated that the selling company approaches these top accounts differently. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
It has long been the case in high technology that the tightness of the relationship between key accounts and the selling company has dictated that the selling company approaches these top accounts differently. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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