Key Accounts

Within the increasingly complex and competitive environment of key accounts, hard work and traditional methods are no longer sufficient for sales people. Finding the right contacts in these organisations, adopting a clever strategy and approach, establishing a network and lobbying decision makers, and negotiating profitable deals with buyers are all burning issues for the modern key account manager as well as for senior management. The authors list and exemplify the best, easy-to-use key account selling methods in order to help the reader :

• Define his 18/24 month strategy
• Establish a concrete action plan
• Sell value
• Differentiate his products/services in a competitive tender
• Negotiate and finalise
• Develop loyalty for key clients

Key account manager who strive for success will find new styles and techniques in this book and use it as a daily reference. Senior managers and executive directors will benefit from the manual which will help them to implement a pattern for key account development and to optimise their roles in the process.

Consult extracts from this book online :
 

• Understanding the rationale and modus operandi of professional buyers
• Negotiating framework agreements
• Prospecting buyers/purchasing managers
• The indirect approach through top management
• Solution gap meeting
• How to decline a written business proposal
• Chose your playground: play at home
• Question you must put to yourself before you "defend your proposal"
• Business negotiation
• Decoding the buyer's negotiating style
• In a business negotiation...