Implementation - The Key to Account Development and Long-Term Business

Topics:
Account Management
Tags:
Huthwaite,
Management,
Sales,
Sales Force Management,
Sales Strategy,
Seller,
Team,
Team Management
Source:
Huthwaite

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Overview: Sadly, in many organizations the seller moves on to the next sale once the business is won leaving it to the implementation team to manage the delivery and installation of the solution. This can be a mistake since the seller will have built up knowledge of the account and the influencers and decision makers that a new team will not have, no matter how good the hand over briefing might be. This article explores the skills and strategies that will help to capitalize on any initial sales success and ensure an ongoing customer relationship not just a one hit sale.

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Format: PDF | Size: 142KB | Date: Sep 2004 | Pages: 4

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