The Practical Guide to Key Account Management. Dieser Artikel ist nicht verfügbar.The Practical Guide to Key Account Management

KEY ACCOUNTS AREN’T JUST CUSTOMERS THEY’RE BUSINESS ASSETS.

Managing a key account requires far more than maintaining a good relationship. The best Key Account Managers understand how to become trusted business partners, uncover growth opportunities, negotiate effectively, protect revenue, and build relationships that last.

The Practical Guide to Key Account Management is a practical, action-oriented guide for sales professionals who want to manage strategic customers more effectively and generate sustainable business growth.

Inside, you’ll learn how to:

Identify and prioritize high-value strategic accounts
Build powerful relationships with decision-makers and influencers
Develop professional Key Account Plans
Understand customer needs, business objectives, and buying behavior
Find opportunities to increase revenue and account share
Manage multiple stakeholders and complex organizations
Conduct effective business reviews and customer meetings
Negotiate with confidence without damaging long-term relationships
Handle difficult customers, objections, and commercial pressure
Protect important accounts from competitors
Measure account performance using practical KPIs
Build long-term customer loyalty and strategic partnerships
Turn customer relationships into sustainable revenue growth

Whether you are a Key Account Manager, Account Manager, Sales Manager, Business Development Manager, Sales Representative, or commercial professional, this book gives you practical frameworks and tools you can apply immediately.

Stop managing accounts reactively.

Start managing them strategically.