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Account Management: Sales 12.5

Account Management: Sales 12.5

Ken Langdon

ISBN: 978-1-841-12458-2 July 2004 Capstone 134 Pages


In Stock



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.

Introduction to ExpressExec 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