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The Key Account Manager's Pocketbook: (Sales & Marketing S.)

The Key Account Manager's Pocketbook: (Sales & Marketing S.)


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About the Book

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.

Table of Contents:
The key account manager - who is a key account manager?, what is a key account?, why a key account is important and different, the role of a key account manager, skills and qualities; the key account as a business partner - the benefits, customer perception, the customer perception ladder, climbing the customer perception ladder; discovering opportunities - opportunities galore, locating them, focusing, grouping and prioritizing; the key account development plan - what is a key account development plan?, three steps to developing the key account development plan (ADP); relationship management - messages, decision making, political environment, organizational map, mirror relationships, leverage opportunities, networking, contact plan; marketing communication programmes - messages, communication methods, communication plan; winning business - face-to-face communications, solution selling, proposals, presenting, negotiating; key account handling - taking on a new account, getting organized, the key account diary, account meetings, account follow-up, handing over an account.

About the Author :
Roger Jones, MBA, is the founder of Success Talks Ltd., a leading international management consulting firm. Roger's combination of extensive international business experience and perceptive intuition enables him to design and implement targeted programmes to meet the specific desired outcomes of his clients. He has delivered skills development seminars and performance coaching sesssions in Asia, Europe and North America.


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Product Details
  • ISBN-13: 9781870471428
  • Publisher: Management Pocketbooks
  • Publisher Imprint: Management Pocketbooks
  • Height: 105 mm
  • Width: 148 mm
  • ISBN-10: 1870471423
  • Publisher Date: /02/1997
  • Binding: Hardback
  • Series Title: Sales & Marketing S.


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