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Author: Grant Stewart
Publisher: Teach Yourself
ISBN: 1444159186
Category : Business & Economics
Languages : en
Pages : 103
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Book Description
Key account management just got easier 'This little book is a real gem' Professor Malcolm McDonald Key account management is increasingly important and must keep pace with its customers as they continually develop and evolve, often resulting in increasingly sophisticated buying structures. The key account manager therefore requires a wide variety of skills in order to be successful; this is not only an important job role in its own right, it is often a stepping stone to career development, leading to more senior management jobs. Successful Key Account Management In A Week is a week long course. On Sunday you are encouraged to Know your customer as success depends on a relationship that is both rewarding and valuable. On Monday you will Analyse your growth opportunities. The competitiveness of the company must be appraised to enable the identification of sales growth opportunities and all major accounts should be compared in appeal and position to give an indication of the strategy to be adopted for customers. On Tuesday you will Measure profits by account. You will be shown how to measure the profitability of major customers and to draw up league tables to enable profit improvement strategies. On Wednesday you will Plan for success, building on the analysis of growth opportunities and profit measurement already considered, to result in a best judgement final plan. On Thursday you will learn to Negotiate to win-win; success relies on understanding the difference between negotiation and selling and being able to conduct negotiations to produce a win-win situation in which the objectives of both sides are considered. On Friday you will look at Control activity levels and the monitoring of standards of performance to enable the presentation of plans and progress, allowing the measurement of success against these plans. And finally, on Saturday you are reminded to Manage relationships with an introduction to the Relationship Model which describes how business with a customer changes as it moves from a transactional or short-term sales achievement, to collaboration with long-term customer value and retention. 'This little book is a real gem, which you should read, use and keep handy for continuous reference. 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
Author: Grant Stewart
Publisher: Teach Yourself
ISBN: 1444159186
Category : Business & Economics
Languages : en
Pages : 103
Get Book Here
Book Description
Key account management just got easier 'This little book is a real gem' Professor Malcolm McDonald Key account management is increasingly important and must keep pace with its customers as they continually develop and evolve, often resulting in increasingly sophisticated buying structures. The key account manager therefore requires a wide variety of skills in order to be successful; this is not only an important job role in its own right, it is often a stepping stone to career development, leading to more senior management jobs. Successful Key Account Management In A Week is a week long course. On Sunday you are encouraged to Know your customer as success depends on a relationship that is both rewarding and valuable. On Monday you will Analyse your growth opportunities. The competitiveness of the company must be appraised to enable the identification of sales growth opportunities and all major accounts should be compared in appeal and position to give an indication of the strategy to be adopted for customers. On Tuesday you will Measure profits by account. You will be shown how to measure the profitability of major customers and to draw up league tables to enable profit improvement strategies. On Wednesday you will Plan for success, building on the analysis of growth opportunities and profit measurement already considered, to result in a best judgement final plan. On Thursday you will learn to Negotiate to win-win; success relies on understanding the difference between negotiation and selling and being able to conduct negotiations to produce a win-win situation in which the objectives of both sides are considered. On Friday you will look at Control activity levels and the monitoring of standards of performance to enable the presentation of plans and progress, allowing the measurement of success against these plans. And finally, on Saturday you are reminded to Manage relationships with an introduction to the Relationship Model which describes how business with a customer changes as it moves from a transactional or short-term sales achievement, to collaboration with long-term customer value and retention. 'This little book is a real gem, which you should read, use and keep handy for continuous reference. 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
Author: David Hughes
Publisher: Troubador Publishing Ltd
ISBN: 183859485X
Category : Business & Economics
Languages : en
Pages : 168
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Book Description
Successful Key Account Management is the culmination of David Hughes’ nearly forty years of experience in a B2B (business to business) sales environment, with the last thirty years spent in a variety of key account management roles looking after strategic customers based in the UK and Europe. The ability to sell effectively is fundamental to the success of any business, and the role of account managers is to develop robust, long-term relationships between customers and their preferred suppliers. This book will benefit new account managers still developing their skills as well as more experienced colleagues looking to ensure that their abilities are well rounded and up-to-date. It gives numerous examples and easy to follow advice that can then be adapted to the readers’ individual circumstances.
Author: Jermaine Edwards
Publisher: Createspace Independent Publishing Platform
ISBN: 9781523776078
Category :
Languages : en
Pages : 90
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Book Description
If you want to: * Know how to have more profitable customer conversations * Know how to deepen trust and build more effective customer relationships * Know how to create predictable and explosive sales from your existing customers * Know how to deepen your influence with multiple key stakeholders * Increase your sales by more than 30% with no additional sales hours needed This book is for you. This book is your customer success guide. Based on the study of more than 200 customers and 150 successful key account managers, sales directors and customer success managers from 12 industries. You can be confident that this book will be practical and real world in its examples. You can take away key insights whatever industry you're in to improve the profitability and growth of your customer sales in 90 days.This is also the only key account management book to give away more than 10 free resources to support your customer success. Start your journey to transforming your customer relationships today.
Author: Christine Harvey
Publisher: John Murray
ISBN: 1473607450
Category : Business & Economics
Languages : en
Pages : 431
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Book Description
Selling In 4 Weeks is a comprehensive guide to sales, giving you everything you need to know in one place. Made up of four bestselling books in one, this book delivers a complete course in selling. From strategy and account management to negotiation and customer service you'll discover all the tools, techniques and strategies you need to get your selling right. This book introduces you to the main themes and ideas of sales, giving you a knowledge and understanding of the key concepts, together with practical and thought-provoking exercises. Whether you choose to work through it like a 4 week course or dip in and out, Selling In 4 Weeks is your fastest route to success: Week 1: Successful Selling In A Week Week 2: Successful Key Account Management In A Week Week 3: Successful Negotiating In A Week Week 4: Successful Customer Care In A Week ABOUT THE SERIES In A Week books are for managers, leaders, and business executives who want to succeed at work. From negotiating and content marketing to finance and social media, the In A Week series covers the business topics that really matter and that will help you make a difference today. Written in straightforward English, each book is structured as a seven-day course so that with just a little work each day, you will quickly master the subject. In a fast-changing world, this series enables readers not just to get up to speed, but to get ahead.
Author: Robert Bruce Miller
Publisher: Grand Central Publishing
ISBN: 9780446386272
Category : Selling
Languages : en
Pages : 324
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Book Description
Author: Rus Slater
Publisher: Teach Yourself
ISBN: 144418394X
Category : Business & Economics
Languages : en
Pages : 114
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Book Description
This book will help you see that management is a responsibility, not a reward; this changes the fundamental mindset and in doing so makes you a better manager. You will learn: How to focus on what you need to achieve How to improve the day to day activities and outputs of your team How to avoid taking on too much ownership How to develop your people to make their, and your, jobs easier How to survive (and thrive) when times are tough Sunday: Get your paradigm right Monday: Improve your focus Tuesday: Improve your communication Wednesday: Improve your individuals, including yourself Thursday: Improve your processes Friday: Improve your teamwork Saturday: Use a ruler, not rules
Author: Mark W. Johnston
Publisher: Routledge
ISBN: 1317360834
Category : Business & Economics
Languages : en
Pages : 436
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Book Description
Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Author: Mike Schultz
Publisher: John Wiley & Sons
ISBN: 1118875060
Category : Business & Economics
Languages : en
Pages : 263
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Book Description
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Author: Nick Kane
Publisher: John Wiley & Sons
ISBN: 1119052556
Category : Business & Economics
Languages : en
Pages : 230
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Book Description
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author: Noel Capon
Publisher: Simon and Schuster
ISBN: 0743215443
Category : Business & Economics
Languages : en
Pages : 482
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Book Description
The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition. Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.
