Key Accounts are Different: Solution Selling for Key Account Managers

Front Cover
Pitman, 1995 - Sales management - 244 pages
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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Contents

introduction
1
meeting customer needs
19
fitting one project into the context of the business
35
Copyright

11 other sections not shown

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About the author (1995)

KEN LANGDON has worked for many major computer companies world-wide, including Hewlett Packard and DEC, and is presently the non-executive chairman for SofTools, a supplier of electronic Integrated Support Systems, and Glenhurst Ltd, an air conditioning supplier and contractor. Ken is a prolific writer whose books include "Key Accounts are Different" and a contribution to the "The FT Handbook of Management," as well as several books in Capstone's Smart and Express Exec and 100 Greatest Ideas series.

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