{"product_id":"9781473608542-successful-key-account-management-in-a-week","title":"Successful Key Account Management In A Week","description":"\u003cmeta content=\"text\/html; charset=utf-8\" http-equiv=\"Content-Type\"\u003e\u003cp\u003e\u003cspan\u003eBe A Brilliant Key Account Manager In Seven Simple Steps\u003cbr\u003eYour 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.\u003cbr\u003e\u003cp\u003e\u003cb\u003eKey account management just got easier\u003c\/b\u003e\u003cbr\u003e'This little book is a real gem' \u003cb\u003eProfessor Malcolm McDonald\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eKey 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.\u003cbr\u003e\u003cbr\u003e\u003ci\u003eSuccessful Key Account Management In A Week\u003c\/i\u003e is a week long course. On Sunday you are encouraged to \u003cb\u003eKnow your customer\u003c\/b\u003e as success depends on a relationship that is both rewarding and valuable. On Monday you will \u003cb\u003eAnalyse your growth opportunities\u003c\/b\u003e. 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 \u003cb\u003eMeasure profits by account\u003c\/b\u003e. 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 \u003cb\u003ePlan for success\u003c\/b\u003e, 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 \u003cb\u003eNegotiate to win-win\u003c\/b\u003e; 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 \u003cb\u003eControl activity levels\u003c\/b\u003e 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 \u003cb\u003eManage relationships\u003c\/b\u003e 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.\u003cbr\u003e\u003cbr\u003e'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'\u003cb\u003e Professor Malcolm McDonald, Former Professor of Marketing and Deputy Director, \u003c\/b\u003e\u003cb\u003eCranfield University School of Management\u003c\/b\u003e\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e","brand":"Rarewaves","offers":[{"title":"Default Title","offer_id":56450703425910,"sku":"9781473608542","price":10.95,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0092\/7504\/8033\/files\/orig_27298659.jpg?v=1760453833","url":"https:\/\/www.rarewaves.com\/products\/9781473608542-successful-key-account-management-in-a-week","provider":"Rarewaves.com","version":"1.0","type":"link"}