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This pocketbook contains practical advice on how to develop and keep important customers. It covers all the necessary skills, form original presentation and negotiation techniques, to account action plans and developing relationships.
From the Author
The Key Account Manager's Pocketbook is based on the authors extensive experience mangaging and growing key accounts worldwide. It is a practical hands-on guide for anyone who wants to more effectively increase revenues from their important customers and at the same time develop deep and lasting business relationships.
The tips, techniques and tools shared in this book are relevant whether you are an account director in a large global firm or a small business owner. It is also an excellent reinforcement resource for account mangement and sales training courses.
"This compact, easy-to-read book on key account management reduces this complex subject to understandable proportions and easily beats most of the dense, convoluted current texts on the topic" Professor Malcolm McDonald, Professor of Marketing Planning, Cranfield School of Management.
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