Description
Book SynopsisKey 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 compar
Trade ReviewAnything from Grant Stewart is bound to be of high quality, given his background, experience and wisdom. So it is of no surprise to me that this little book is a real gem, which you should read, use and keep handy for continuous reference. The days have long gone when a traditional sales approach was sufficient for major accounts. Given the electronic availability of data, companies know instantly, for example, what products are available to them worldwide and at what price, so the most likely source of differential advantage will come from in depth supplier relationships that enable them to avoid costs, reduce costs, or add value in some way. The only way this can be done by a supplier is by knowing as much, if not more, about the customers' business than they know about their own. Only then does a supplier have a chance of developing a relationship, which will not only help the customer to avoid disadvantage (let's be clear that any supplier can do this), but to create advantage for the customer. 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
Table of Contents
- : Sunday: Know your customer
- : Monday: Analyse your growth opportunities
- : Tuesday: Measure profits by account
- : Wednesday: Plan for success
- : Thursday: Negotiate Win/ Win
- : Friday: Relationship management/ team selling
- : Saturday: Partner your accounts
