Account Management - How To Manage Accounts To Maximize Sales
- Topics:
- Account Management
- Source:
- 80/20 Performance
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Overview: This paper answers the three questions. What is account management? What skills and talents are required to excel in account management? And what activities must be performed to maximize Account Management return on investment? Account management is actually a synonym for account penetration. Just because you have sold one product or service to one business entity within an organization doesn't mean your job is done. Think of all the additional opportunities that may exist in the account. A critical talent for successful account management is the ability to build relationships, as relationship selling is a very effective way to increase account penetration. Another critical skill/talent is organization. If you are going to manage large accounts effectively, you need to be willing and able to keep meticulous records.
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Format: HTML | Date: Jan 2006 | Pages: 4
