So you've got a customer who wants to buy your products? How many things do they want? Is it going to be a one-off order, or is there the potential for more business that neither of you appreciate at the moment. The art of maintaining a key account customer is very important for those businesses that want stable, predictable revenue generation.
In "Key Account Managagement in a Week" by Grant Stewart, the mechanism that drives and maintains this relationship is laid bare in a book that aims to provide the answers in a course that takes a week. It is said that the ability to manage key accounts successfully is crucial to any salesperson who wants to advance their career, and so this is true. A major company, kept as a customer for many years will hopefully benefit more than the simple transactive nature of their relationship.
This book provides inside secrets in an engaging and proactive way to ensure that by the end of the week, the reader has a good idea of how to manage and develop a key account. The main strength of it is the motivated way that the reader is encouraged to learn and try out the skills contained within the pages.
This book, from the "Teach Yourself" range of books is a welcome addition to the world of business books. We are all struggling to keep businesses going in this economic climate, and anything that helps us understand a key aspect of the marketplace is good. "Key Account Management in a Week" provides a fun, engaging and motivated way to making the most of your relationship with your customers to a mutually beneficial long-term end.
If you are serious about managing customers effectively, then this is an excellent place to start.