Account Management

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

KEN LANGDON is presently the non-executive chairman for SoftTools, a supplier of electronic Integrated Support Systems. Ken has worked for many major computer companies worldwide, including Hewlett Packard and DEC. As well as writing books, his experience as a process consultant has enabled him to help publishers and authors to improve the way that they translate business concepts into books and electronic tools.

• Fast-track route to understanding key account management and its importance to a successful and profitable business
• Covers increasing the volume, profitability and predictability of key account sales, a team-based approach to account selling, planning for long-term account management and allocation of resouces
• Examples and lessons using SWOT analysis on the mission statements of a number of companies from different sectors
• Includes a resource section and access to a free website for insights, ideas and the best practice in account management, as well as key steps to practicing successful account management, key concepts and thinkers and an FAQ section