Items related to Successful Key Account Management in a Week: Teach...
Synopsis
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
"synopsis" may belong to another edition of this title.
About the Author
Grant Stewart has specialized in Key Accounts, Sales Management and Business Development for many companies and has run his own training and consultancy company for the last 30 years. His market-leading book on Successful Sales Management has sold over 70,000 copies.
"About this title" may belong to another edition of this title.
Search results for Successful Key Account Management in a Week: Teach...
Seller Image
Successful Key Account Management In A Week: Be A Brilliant Key Account Manager In Seven Simple Steps
Seller: WeBuyBooks, Rossendale, LANCS, United Kingdom
Seller rating 5 out of 5 stars
Condition: Like New. Most items will be dispatched the same or the next working day. An apparently unread copy in perfect condition. Dust cover is intact with no nicks or tears. Spine has no signs of creasing. Pages are clean and not marred by notes or folds of any kind. Seller Inventory # wbs5206658016
Quantity: 1 available
Stock Image
Successful Key Account Management in a Week: Teach Yourself
Seller: SecondSale, Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Item in good condition and has highlighting/writing on text. Used texts may not contain supplemental items such as CDs, info-trac etc. Seller Inventory # 00086068212
Quantity: 1 available
Stock Image
Successful Key Account Management in a Week: Teach Yourself
Seller: Books From California, Simi Valley, CA, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Good. Seller Inventory # mon0003190537
Quantity: 1 available
Stock Image
Successful Key Account Management In A Week: Be A Brilliant Key Account Manager In Seven Simple Steps
Seller: WorldofBooks, Goring-By-Sea, WS, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Seller Inventory # GOR008456203
Quantity: 2 available
Stock Image
Successful Key Account Management in a Week: Teach Yourself
Seller: MusicMagpie, Stockport, United Kingdom
Seller rating 5 out of 5 stars
Condition: Very Good. 1754391332. 8/5/2025 10:55:32 AM. Seller Inventory # U9781473608542
Quantity: 1 available
Seller Image
Successful Key Account Management In A Week (Paperback)
Published by
John Murray Press, London, 2016
ISBN 10: 1473608546
ISBN 13: 9781473608542
New
Paperback
Seller: Grand Eagle Retail, Mason, OH, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: new. Paperback. 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 Your fastest route to successful key account management Learn in a week, what the experts learn about negotiation in a lifetime. Written by Grant Stewart, a leading expert on key account management, Successful Key Account Management In A Week gives you the insider secrets to building successful relationships with your customers. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Seller Inventory # 9781473608542
Quantity: 1 available
Seller Image
Successful Key Account Management In A Week
Seller: Rarewaves.com USA, London, LONDO, United Kingdom
Seller rating 5 out of 5 stars
Paperback. Condition: New. 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. Seller Inventory # LU-9781473608542
Quantity: Over 20 available
Stock Image
Successful Key Account Management In A Week: Be A Brilliant Key Account Manager In Seven Simple Steps
Seller: Books Puddle, New York, NY, U.S.A.
Seller rating 4 out of 5 stars
Condition: New. pp. 128. Seller Inventory # 26372747380
Quantity: 1 available
Stock Image
Successful Key Account Management In A Week
Seller: PBShop.store UK, Fairford, GLOS, United Kingdom
Seller rating 5 out of 5 stars
PAP. Condition: New. New Book. Shipped from UK. Established seller since 2000. Seller Inventory # GB-9781473608542
Quantity: 1 available
Stock Image
Successful Key Account Management In A Week: Be A Brilliant Key Account Manager In Seven Simple Steps
Seller: Majestic Books, Hounslow, United Kingdom
Seller rating 5 out of 5 stars
Condition: New. pp. 128. Seller Inventory # 373298091
Quantity: 1 available