Managing Key Relationships; Key Account Management

Topics:
Account Management
Tags:
Account Management,
Sales,
Sales Force Management,
Sales Productivity,
Sales Strategy
Source:
Sales Productivity

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Overview: Businesses will increasingly be less able to sustain revenues and maximize profits unless they adopt specialized relationship techniques to maximize their intimacy with their most important customers and business partners. This article explains how managing key relationships, a practical program addresses commonly occurring issues of low levels of customer responsiveness, and confusing customers through different sales approaches for different products; each with a different value proposition.

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Format: PDF | Size: 685KB | Date: Jul 2003 | Pages: 115

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