Successful Key Account Management In A Week by Grant Stewart

Successful Key Account Management In A Week by Grant Stewart

Your fastest route to successful key account management Learn in a week, what the experts learn about negotiation in a lifetime. Written by Grant Stewart, a leading expert on key account management, Successful Key Account Management In A Week gives you the insider secrets to building successful relationships with your customers.

Anything from Grant Stewart is bound to be of high quality, given his background, experience and wisdomSo 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. -- Professor Malcolm McDonald, Former Professor of Marketing and Deputy Director, Cranfield University School of Management

Grant Stewart has specialized in Key Accounts, Sales Management and Business Development for many companies and has run his own training and consultancy company for the last 30 years. His market-leading book on Successful Sales Management has sold over 70,000 copies.

SKU	Unavailable
ISBN 13	9781473608542
ISBN 10	1473608546
Title	Successful Key Account Management In A Week
Author	Grant Stewart
Condition	Unavailable
Binding Type	Paperback
Publisher	John Murray Press
Year published	2016-01-07
Number of pages	128
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.