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Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement an action plan for the management of a key account, how to manage limited resources, how to build long-term relationships with clients and how to identify the right contacts and activate proper channels of communication.

Publisher Kogan Page
Publication Date 01/01/1991
Number of Pages 224
Binding Paper Back
ISBN 9780749414047
Category Non Fiction , Business and Management , Management Skills , Banking , Human Resource , Media Studies , Management and Leadership , Business Writing & Communication , Business & Economics

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