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Successful Key Account Management in a Week: Teach Yourself, by Grant Stewart
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Learn in a week what the experts learn about key account management in a lifetime
The ability to manage key accounts successfully is crucial to any salesperson who wants to advance their career. Written by Grant Stewart, a leading expert on key account management, this book quickly teaches you the insider secrets you need to know to in order to grow successful relationships with key customers. The 'in a week' structure explains the essentials of key account management over just 7 days. At the end there are questions to ensure you have taken it all in and cartoons, diagrams and visual aids throughout help make Successful Key Account Management In A Week an enjoyable and effective learning experience.
So what are you waiting for? Let this book put you on the fast track to managing your key accounts successfully!
- Sales Rank: #2632801 in Books
- Published on: 2016-03-22
- Released on: 2016-03-22
- Original language: English
- Number of items: 1
- Dimensions: 7.75" h x .25" w x 5.00" l, .0 pounds
- Binding: Paperback
- 128 pages
Review
Anything 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
About the Author
Grant Stewart has specialised in Key Accounts, Sales Management and Business Development for many companies and has run his own training and consultancy company for the last 16 years. He is a Group Course Director for the Chartered Institute of Marketing and the Institute of Professional Sales.
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