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 Key Accounts

 

Key Accounts

Author : Frédéric Vendeuvre and Thierry Houver
Ref/ISBN : 9782953103908

Within the increasingly complex and competitive environment of key accounts, hard work and traditional methods are no longer sufficient for sales people.

Within the increasingly complex and competitive environment of key accounts, hard work and traditional methods are no longer sufficient for sales people.

The authors list and exemplify the best, easy to use key account selling methods to help readers:

- Define his 18/24 months strategy
- Establish a concrete action plan
- Sell value
- Differentiate his products/services in a competitive tender
- Negotiate and finalise
- Develop loyalty for key clients

Key account managers who strive for success will find new styles and techniques in this book and use it as a daily reference. Senior managers and executive directors will benefit from this which will help to implement a pattern for key account development and to optimise their roles in the process.

24 €