The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
Table des matières
Introduction to Express Exec v
12.05.01 Introduction to Account Management 1
12.05.02 Definition of Terms: What is Account Management? 5
12.05.03 The Evolution of Account Management 15
12.05.04 The E-Dimension in Account Management 29
12.05.05 The Global Dimension in Account Management 37
12.05.06 The State of the Art in Account Management 47
12.05.07 Account Management in Practice 63
12.05.08 Key Concepts and Thinkers in Account Management 85
12.05.09 Resources for Account Management 93
12.05.10 Ten Steps to Implementing Account Management 101
Frequently Asked Questions (FAQs) 121
Index 123
A propos de l’auteur
KEN LANGDON is presently the non-executive chairman for Soft Tools, a supplier of electronic Integrated Support Systems. Ken has worked for many major computer companies worldwide, including Hewlett Packard and DEC. As well as writing books, his experience as a process consultant has enabled him to help publishers and authors to improve the way that they translate business concepts into books and electronic tools.
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