Key AccountsAuteur : Frédéric Vendeuvre and Thierry Houver
Ref/ISBN : 9782953103908
Withing the increasingly complex and competitive environment of key accounts ...
Within the increasingly complex and competitive environment of key accounts, hard work and traditional methods are no longer sufficient for sales people. Finding the right contacts in these organisations, adopting a clever strategy and approach, establishing a network and lobbying decision makers, and negotiating profitable deals with buyers are all burning issues for the modern key account manager as well as senior management.
The authors list and exemplify the best, easy-to-use key account selling methods in order to help the reader :
- Define his/her 18/24 month strategy
- Establish a concrete action plan
- Sell value
- Differentiate his/her products/services in a competitive tender
- Negotiate and finalize
- Develop loyalty of key clients.