SUCCESSFUL KEY ACCOUNT MANAGEMENT IN A WEEK by Grant Stewart ( 9781473608542 )

Item Details

Title:

SUCCESSFUL KEY ACCOUNT MANAGEMENT IN A WEEK
BE A BRILLIANT KEY ACCOUNT MANAGER IN SEVEN SIMPLE STEPS

By:

Grant Stewart

Format:

Paperback

List price:

£10.99

Our price:

£8.02

Discount:

27% off

You save:

£2.97

ISBN 10:

1473608546

ISBN 13:

9781473608542

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Usually dispatched within 1-2 days.

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Stock:

Currently 2 available

Publisher:

HODDER & STOUGHTON GENERAL DIVISION

Pub. date:

7 January, 2016

Pages:

128

Description:

You are just seven steps away from mastering key account managementSuccessful Key Account Management In A Week is a simple and straightforward guide to keeping pace with your customers, giving you everything you really need to know in just seven short chapters. It identifies the essential steps in the key account management process, from identifying sales growth opportunities and measuring the profitability of major customers to win/win negotiations and relationship management.

Synopsis:

Key account management just got easier'This little book is a real gem' Professor Malcolm McDonaldKey account management is increasingly important and must keep pace with its customers as they continually develop and evolve, often resulting in increasingly sophisticated buying structures. The key account manager therefore requires a wide variety of skills in order to be successful; this is not only an important job role in its own right, it is often a stepping stone to career development, leading to more senior management jobs.Successful Key Account Management In A Week is a week long course. On Sunday you are encouraged to Know your customer as success depends on a relationship that is both rewarding and valuable. On Monday you will Analyse your growth opportunities. The competitiveness of the company must be appraised to enable the identification of sales growth opportunities and all major accounts should be compared in appeal and position to give an indication of the strategy to be adopted for customers. On Tuesday you will Measure profits by account. You will be shown how to measure the profitability of major customers and to draw up league tables to enable profit improvement strategies. On Wednesday you will Plan for success, building on the analysis of growth opportunities and profit measurement already considered, to result in a best judgement final plan. On Thursday you will learn to Negotiate to win-win; success relies on understanding the difference between negotiation and selling and being able to conduct negotiations to produce a win-win situation in which the objectives of both sides are considered. On Friday you will look at Control activity levels and the monitoring of standards of performance to enable the presentation of plans and progress, allowing the measurement of success against these plans. And finally, on Saturday you are reminded to Manage relationships with an introduction to the Relationship Model which describes how business with a customer changes as it moves from a transactional or short-term sales achievement, to collaboration with long-term customer value and retention.'This little book is a real gem, which you should read, use and keep handy for continuous reference. If you follow the straightforward guidelines in this book, your company's future is assured' Professor Malcolm McDonald, Former Professor of Marketing and Deputy Director, Cranfield University School of Management

Publication:

Imprint:

Teach Yourself Books

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Returnable

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