Key Accounts are Different: Sales Solutions for Key Account Managers - Softcover

Langdon, Ken

Softcover

ISBN 10: 027361780X ISBN 13: 9780273617808

Publisher: Financial Times Prentice Hall, 1995

Synopsis

What is needed to develop a practical and innovative approach to profitable key account business selling.

About 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.

Edition details

• Publisher: Financial Times Prentice Hall
• Publication date: 1995
• Language: English
• ISBN 10: 027361780X
• ISBN 13: 9780273617808
• Binding: Paperback
• Number of pages: 256