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9781841124582

Account Management Sales 12.5

by
  • ISBN13:

    9781841124582

  • ISBN10:

    1841124583

  • Edition: 1st
  • Format: Paperback
  • Copyright: 2004-07-02
  • Publisher: Capstone
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Supplemental Materials

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Summary

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.

Author Biography

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.

Table of Contents

Introduction to ExpressExec.
Introduction to Account Management.
Defiintion of Terms: What is Account Management?
The Evolution of Account Management.
The E-Dimensionáin Account Management.
The Global Dimensionáin Account Management.
The State of the Art in Account Management.
Account Management in Practice.
Key Concepts and Thinkers in Account Managment.
Resources for Account Management.
Ten Steps to Implementing Account Management.
Frequently Asked Questions.
Index.

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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