- Paperback: 320 pages
- Publisher: Financial Times/ Prentice Hall; 1 edition (28 Nov 1995)
- Language English
- ISBN-10: 027361780X
- ISBN-13: 978-0273617808
- Product Dimensions: 24.4 x 17.2 x 2 cm
- Average Customer Review: 5.0 out of 5 stars See all reviews (1 customer review)
- Amazon Bestsellers Rank: 1,399,703 in Books (See Top 100 in Books)
Did you know you can trade in your old books for an Amazon.co.uk Gift Card to spend on the things you want? Plus, get an extra £5 Gift Certificate when you trade in books worth £10 or more before June 30, 2012. Visit the Books Trade-In Store for more details. |
Product details |
More About the Author
Product Description
Product Description
The only book needed to develop a practical and innovative approach to profitable key-account business, this text shows readers how to understand and add value to their customers' business, how to sharpen their sales and marketing tactics, and how to build a winning account team.
Tags Customers Associate with This Product(What's this?)Click on a tag to find related items, discussions, and people.
|
Sell a Digital Version of This Book in the Kindle Store
If you are a publisher or author and hold the digital rights to a book, you can sell a digital version of it in our Kindle Store.
Learn more
Customer Reviews
Most Helpful Customer Reviews
3 of 3 people found the following review helpful
Format:Paperback
I had the pleasure/luck of reading this book almost at the start of my sales career, which was shaped also by a friend of Ken's, John Wright (who sadly died at the end of 2007-he is missed for his friendship as well as laser sharp, at times painful, advice)!
This book tells you all you ever really need to know about account management of key clients. In all my sales and sales management career (some 20 years now), I have yet to come across basic situations that it does not cover.
If you need advice on account management, in an easy to access format, then you should buy this book. I still read mine, and teach it to students of sales.
PS, no, they didn't pay me to write this....
This book tells you all you ever really need to know about account management of key clients. In all my sales and sales management career (some 20 years now), I have yet to come across basic situations that it does not cover.
If you need advice on account management, in an easy to access format, then you should buy this book. I still read mine, and teach it to students of sales.
PS, no, they didn't pay me to write this....
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
1 review
3 of 3 people found the following review helpful
So....
27 May 2001
Format:Paperback
Basic and helpful stuff but does not take you the needs of today's key account. Lacks texture and assumes that the large account is a frictionless smooth operating customer, which they are not.
Was this review helpful?
Let us know
Listmania!
Look for similar items by category
Look for similar items by subject
Feedback
- Would you like to update product info or give feedback on images?
- I am the Author, and I want to comment on my book.
- I am the Publisher, and I want to comment on this book.
