Key Account Management In A Week PDF Download
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Author | : Grant Stewart |
Publisher | : Teach Yourself |
Total Pages | : 0 |
Release | : 2012-02-24 |
Genre | : Business & Economics |
ISBN | : 9781444159165 |
Download Key Account Management in a Week Book in PDF, ePub and Kindle
The ability to manage key accounts successfully is crucial to any salesperson who wants to advance their career. Written by Grant Stewart, a leading expert on key account management as both a coach and a practitioner, this book quickly teaches you the insider secrets you need to know to in order to grow successful relationships with key customers. The highly motivational 'in a week' structure of the book provides seven straightforward chapters explaining the key points, and at the end there are optional questions to ensure you have taken it all in. There are also cartoons and diagrams throughout, to help make this book a more enjoyable and effective learning experience. So what are you waiting for? Let this book put you on the fast track to success!
Author | : Grant Stewart |
Publisher | : Teach Yourself |
Total Pages | : 0 |
Release | : 2016-03-22 |
Genre | : Business & Economics |
ISBN | : 9781473608542 |
Download Successful Key Account Management in a Week: Teach Yourself Book in PDF, ePub and Kindle
Key account management just got easier 'This little book is a real gem' Professor Malcolm McDonald Key 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
Author | : Grant Stewart |
Publisher | : Teach Yourself |
Total Pages | : 103 |
Release | : 2012-03-30 |
Genre | : Business & Economics |
ISBN | : 1444159186 |
Download Successful Key Account Management In A Week Book in PDF, ePub and Kindle
Key account management just got easier 'This little book is a real gem' Professor Malcolm McDonald Key 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
Author | : Grant Stewart |
Publisher | : Hodder Education |
Total Pages | : 95 |
Release | : 2003 |
Genre | : Reference |
ISBN | : 9780340857946 |
Download Key Account Management in a Week Book in PDF, ePub and Kindle
Key Account Management is central to any company's sales and marketing strategy. On average, 20% of customers create almost 80% of overall revenue. This book is a guide to winning and maintaining profitable and trusted relationships with key customers.
Author | : Roger E. Jones |
Publisher | : |
Total Pages | : 112 |
Release | : 2013-09 |
Genre | : Management |
ISBN | : 9781906610593 |
Download Key Account Manager's Pocketbook Book in PDF, ePub and Kindle
The new, 2nd edition of the Key Account Manager's Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge. It opens by describing the key account manager's role and then goes on to describe how to rise up the so-called customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers. The author next explains how to develop the 'key account development plan', how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business. The final chapter runs through the essential steps of key account handling. There are short exercises throughout which, if carried out, will help to reinforce the key learning points.
Author | : Grant Stewart (Business coach) |
Publisher | : |
Total Pages | : 0 |
Release | : 2003 |
Genre | : Marketing |
ISBN | : |
Download Key Account Management in a Week Book in PDF, ePub and Kindle
Author | : Grant Stewart |
Publisher | : |
Total Pages | : 128 |
Release | : 2012 |
Genre | : Marketing |
ISBN | : 9781444159172 |
Download Successful Key Account Management in a Week Book in PDF, ePub and Kindle
Learn in a week, what the leading experts on key account management learn in a lifetime.
Author | : Grant Stewart (Business coach) |
Publisher | : |
Total Pages | : 121 |
Release | : 2012 |
Genre | : Marketing |
ISBN | : |
Download Teach Yourself Successful Key Account Management in a Week Book in PDF, ePub and Kindle
The ability to manage key accounts successfully is crucial to any salesperson who wants to advance their career. Written by Grant Stewart, a leading expert on key account management as both a coach and a practitioner, this book quickly teaches you the insider secrets you need to know to in order to grow successful relationships with key customers. The highly motivational 'in a week' structure of the book provides seven straightforward chapters explaining the key points, and at the end there are optional questions to ensure you have taken it all in. There are also cartoons and diagrams throughout, to help make this book a more enjoyable and effective learning experience. So what are you waiting for? Let this book put you on the fast track to success!
Author | : Stefan Wengler |
Publisher | : Springer Science & Business Media |
Total Pages | : 309 |
Release | : 2007-11-06 |
Genre | : Business & Economics |
ISBN | : 383509355X |
Download Key Account Management in Business-to-Business Markets Book in PDF, ePub and Kindle
Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.
Author | : Peter Cheverton |
Publisher | : Kogan Page |
Total Pages | : 0 |
Release | : 2016-03-03 |
Genre | : Business & Economics |
ISBN | : 9780749479053 |
Download Key Account Management Book in PDF, ePub and Kindle
Learn why when a unique yet simple methodology is effectively implemented, it can identify, win, retain and develop a company's key customers and accounts.