Account Management: Sales 12.5

Overview

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 ...

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Overview

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.

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Product Details

  • ISBN-13: 9781841124582
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 7/9/2004
  • Series: Express Exec Series , #6
  • Edition description: REV
  • Edition number: 1
  • Pages: 134
  • Product dimensions: 4.80 (w) x 6.70 (h) x 0.40 (d)

Meet the Author

KEN LANGDON is presently the non-executive chairman for SoftTools, 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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Table of Contents

Introduction to ExpressExec.

Introduction to Account Management.

Defiintion of Terms: What is Account Management?

The Evolution of Account Management.

The E-Dimension in Account Management.

The Global Dimension in Account Management.

The State of the Art in Account Management.

Account Management in Practice.

Key Concepts and Thinkers in Account Managment.

Resources for Account Management.

Ten Steps to Implementing Account Management.

Frequently Asked Questions.

Index.

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