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Selling to Key Accounts (9780749412159)



The skills required by sales executives and managers to sell to key accounts is very different from standard sales techniques. Those selling to key customers must focus their efforts on building long-term turnover and profitability, and on understanding the special needs of individual clients. This guide explains how to win and keep key customers by: identifying the decision-makers; building an account team; running a customer contact programme; developing accounting plans; and selling both products and services.


Product details

  • Paperback | 160 pages
  • 135 x 216mm | 300g
  • London, United Kingdom
  • 0749412151
  • 9780749412159


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