- Books / Manuals
The Key Account Manager's Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge.
The book opens by describing the key account manager's role and then goes on to describe how to rise up the so-called customer perception ladder - moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers.
The author explains how to develop a 'key account management plan', how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business.
The final chapter runs through the essential steps of key account handling. Short exercises throughout help to reinforce the main learning points.
AUTHOR: Roger Jones
SIZE: 140mm x 105mm
$17.95 per book
Domestic Postage Rates
Total order value is $17.95 plus relevant postage value below:
$1 - $200 = $9.50
$201 - $499 = $13.50
$500 - $999 = $17.50
Over $1000 = free
Standard delivery is via Express Post within 5 days of order, and priority shipment (within 24 hours, or end of next business day) incurs an additional $9.50 to each total for priority shipment.
International Postage Rates
Exact cost of shipment via air mail plus $10 handling. Customer can request quotes for alternative shipping method, including international courier such as FedEx, which we will happily provide.