Items related to Key Accounts are Different: Sales Solutions for Key...
Synopsis
What is needed to develop a practical and innovative approach to profitable key account business selling.
"synopsis" may belong to another edition of this title.
From the Back Cover
Your most important customers are demanding more than ever. Here's how to give it to them—profitably!
- A practical, innovative approach to managing key accounts for long-term success.
- Techniques for understanding and adding value to your customers' businesses.
- Sell more, forecast more accurately—and build a winning account team.
Key accounts are different—and not just because they're more important to your company. Increasingly, key accounts are limiting the number of suppliers they choose, demanding more value from each surviving supplier—and building long-term, profitable relationships with the suppliers that measure up. For the supplier, radically different sales and support processes are called for—and this book presents them, in detail. Authored by a successful account team manager and top sales trainer, this relentlessly practical book shows exactly how to strengthen and deepen the relationships that matter most to your business: your key account relationships. Understand your customers' goals and worldview; fit your projects into the broader context of the business; and learn better ways to create realistic, successful account plans. Walk through the entire sales process, learning how to optimize every step, from selling your business case to meeting your key customers, and closing the deal. Learn proven account planning techniques for working partnerships, "best practices" approaches to supporting your customer, and more. For all sales professionals and other managers involved in supporting sales to large accounts.
"About this title" may belong to another edition of this title.
- PublisherFinancial Times Prentice Hall
- Publication date1995
- ISBN 10 027361780X
- ISBN 13 9780273617808
- BindingPaperback
- LanguageEnglish
- Number of pages256
Buy New
View this item
US$ 57.92
US$ 13.46 shipping from United Kingdom to U.S.A.
Destination, rates & speedsSearch results for Key Accounts are Different: Sales Solutions for Key...
Stock Image
Key Accounts are Different: Solution Selling for Key Account Managers (Pitman Marketing)
Seller: AwesomeBooks, Wallingford, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. Key Accounts are Different: Solution Selling for Key Account Managers (Pitman Marketing) This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Seller Inventory # 7719-9780273617808
Quantity: 3 available
Stock Image
Key Accounts Are Different: Sales Solutions for Key Account Managers: Solution Selling for Key Account Managers (Pitman Marketing)
Published by
Financial Times Prentice Hall, 1995
ISBN 10: 027361780X
ISBN 13: 9780273617808
Used
Softcover
Seller: medimops, Berlin, Germany
Seller rating 5 out of 5 stars
Condition: good. Befriedigend/Good: Durchschnittlich erhaltenes Buch bzw. Schutzumschlag mit Gebrauchsspuren, aber vollständigen Seiten. / Describes the average WORN book or dust jacket that has all the pages present. Seller Inventory # M0027361780X-G
Quantity: 1 available
Stock Image
Key Accounts are Different: Solution Selling for Key Account Managers (Pitman Marketing)
Seller: Bahamut Media, Reading, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Seller Inventory # 6545-9780273617808
Quantity: 3 available
Stock Image
Key Accounts Are Different: Solution Selling For Key Account Managers
Published by
Financial Times Prentice Hall, 1995
ISBN 10: 027361780X
ISBN 13: 9780273617808
Used
Softcover
Seller: Ammareal, Morangis, France
Seller rating 5 out of 5 stars
Softcover. Condition: Bon. Ancien livre de bibliothèque. Edition 1995. Editeur différent. Ammareal reverse jusqu'à 15% du prix net de cet article à des organisations caritatives. ENGLISH DESCRIPTION Book Condition: Used, Good. Former library book. Edition 1995. Different publisher. Ammareal gives back up to 15% of this item's net price to charity organizations. Seller Inventory # C-792-123
Quantity: 1 available
Seller Image
Key Accounts Are Different : Sales Solutions for Key Account Managers
Published by
Financial Times Prentice Hall, Great Britain, 1995
ISBN 10: 027361780X
ISBN 13: 9780273617808
Used
Encuadernación de tapa blanda
First Edition
Seller: NOMBELA LIBROS USADOS, Bargas, TO, Spain
Seller rating 4 out of 5 stars
Encuadernación de tapa blanda. Condition: Como Nuevo. Sin Sobrecubierta. 1ª Edición. Los gastos de envío son calculados para un peso inferior a 1kg, superándose este peso le informaremos de los gastos de envío adicionales. Seller Inventory # 111502
Quantity: 1 available
Stock Image
Key Accounts Are Different: Solution Selling for Key Account Managers
Seller: Revaluation Books, Exeter, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: Brand New. 9.75x6.75x0.75 inches. In Stock. Seller Inventory # 027361780X
Quantity: 1 available