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Grant Stewart Successful Key Account Management In A Wee (Paperback) (UK IMPORT)
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eBay item number:305346517223
Item specifics
- Condition
- Book Title
- Successful Key Account Management in a Week: Teach Yourself
- Publication Name
- Successful Key Account Management In A Week
- Title
- Successful Key Account Management In A Week
- Subtitle
- Be A Brilliant Key Account Manager In Seven Simple Steps
- Format
- Uk-B Format Paperback
- ISBN-10
- 1473608546
- EAN
- 9781473608542
- ISBN
- 9781473608542
- Publisher
- Hodder & Stoughton
- Genre
- Business & Economics
- Release Date
- 07/01/2016
- Release Year
- 2016
- Language
- English
- Country/Region of Manufacture
- GB
- Item Height
- 0.2in
- Item Length
- 7.7in
- Item Width
- 5in
- Item Weight
- 4 Oz
- Publication Year
- 2016
- Topic
- Sales & Selling / Management, General, Commerce
- Number of Pages
- 128 Pages
About this product
Product Information
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
Product Identifiers
Publisher
Hodder & Stoughton
ISBN-10
1473608546
ISBN-13
9781473608542
eBay Product ID (ePID)
217094056
Product Key Features
Book Title
Successful Key Account Management in a Week: Teach Yourself
Format
Uk-B Format Paperback
Language
English
Topic
Sales & Selling / Management, General, Commerce
Publication Year
2016
Genre
Business & Economics
Number of Pages
128 Pages
Dimensions
Item Length
7.7in
Item Height
0.2in
Item Width
5in
Item Weight
4 Oz
Additional Product Features
Lc Classification Number
Hf5438.8.K48s75 2016
Reviews
Anything from Grant Stewart is bound to be of high quality, given his background, experience and wisdom. So it is of no surprise to me that this little book is a real gem, which you should read, use and keep handy for continuous reference. The days have long gone when a traditional sales approach was sufficient for major accounts. Given the electronic availability of data, companies know instantly, for example, what products are available to them worldwide and at what price, so the most likely source of differential advantage will come from in depth supplier relationships that enable them to avoid costs, reduce costs, or add value in some way. The only way this can be done by a supplier is by knowing as much, if not more, about the customers' business than they know about their own. Only then does a supplier have a chance of developing a relationship, which will not only help the customer to avoid disadvantage (let's be clear that any supplier can do this), but to create advantage for the customer. If you follow the straightforward guidelines in this book, your company's future is assured.
Table of Content
: Sunday: Know your customer : Monday: Analyse your growth opportunities : Tuesday: Measure profits by account : Wednesday: Plan for success : Thursday: Negotiate Win/ Win : Friday: Relationship management/ team selling : Saturday: Partner your accounts
Lccn
2023-285141
Dewey Decimal
658.804
Intended Audience
Trade
Dewey Edition
23
Illustrated
Yes
Item description from the seller
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Value Added Tax Number:
- GB 864 1548 11
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eBay item number:305346517223
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u***n (38)- Feedback left by buyer.
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Product is 95% alike picture but a little more blurry. Controller play well but had a notice from psn that my joypad wasn't authentic and could by problematic🤷♂️ no trouble so far! Shipping was fast but no tracking and worst packaging ever.. like the box came banged up... send a question to seller never had a reply 😅.... Good product overall, excellent price, fast shipping, wrapped only on 4 sides out of 6, no tracking and never reply... 4★ product / 2★ seller ✌️
l***t (120)- Feedback left by buyer.
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The book is in perfect condition, brand new, and is exactly as described. This item is difficult to find here, and the seller priced it very reasonably. It shipped from the UK to Canada, and unfortunately took a little longer to arrive than the seller hoped, but it was shipped less than 24 hours after I purchased. When I contacted the seller, they were very responsive and helpful. I would not hesitate to purchase from this seller again. Definitely recommend!
s***a (696)- Feedback left by buyer.
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AAA seller. Item came as described and within the due date. Great communication. Well packed and no damage to the case.
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