Key Accounts are Different: Solution Selling for Key Account Managers
The only book needed to develop a practical and innovative approach to profitable key-account business, this text shows readers how to understand and add value to their customers' business, how to sharpen their sales and marketing tactics, and how to build a winning account team.
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meeting customer needs
fitting one project into the context of the business
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account management goals account team achieve action plan activities agreed basis of decision benefits buyers buying process C-Mission C-SWOT campaign goal campaign planning cashflow checklist company's competitive complex sales critical success factors customer needs customer satisfaction customer's business decide decision box decision-maker Dialcard Empire State building ensure example facilitator FAST TRACK flipcharts FMCG going HHHH HHHHH identify impact implementation investment appraisal involved key account planning key issues Level of contact look market share meeting ment mission Nutrisnack objectives opportunities organization partnerships person planning event planning session planning team planning winning sales position problem products and services professional account manager profit proposal pyramid of plans question resources required return on investment risk salespeople salesperson score selling company selling team senior manager solution selling spider's statement supplier SWOT analysis team's technical recommenders timescale understand user recommenders weaknesses winning sales campaigns