The skills required by sales executives and managers to sell to key accounts is very different from standard sales techniques. Those selling to key customers must focus their efforts on building long-term turnover and profitability, and on understanding the special needs of individual clients. This guide explains how to win and keep key customers by: identifying the decision-makers; building an account team; running a customer contact programme; developing accounting plans; and selling both products and services.
- ISBN10 0749412151
- ISBN13 9780749412159
- Publish Date September 1994
- Publish Status Cancelled
- Out of Print 18 October 2003
- Publish Country GB
- Imprint Kogan Page Ltd
- Format Paperback (UK Trade)
- Pages 160
- Language English