search for books and compare prices
selling key accounts matches 27 work(s)
at beginning | displaying 1 to 25 | next 2 >
Jump to start at |
show results in order: alphabetically | oldest to newest | newest to oldest
cover image for 9780749469405
Product Description: Any organization's key accounts are its lifeblood. Key Account Management puts forward a unique yet straightforward planning methodology for identifying, obtaining, retaining and developing key customers.  Key account management focuses on the long-term investment of resources -- both in terms of product quality and account managers -- into a customer that can offer an exceptional return on resources...read more

Hardcover:

9780312404512, titled "Ideology and Cultural Production" | Palgrave Macmillan, April 1, 1979, cover price $27.50 | also contains Ideology and Cultural Production

Paperback:

9780749469405 | 6 edition (Kogan Page Ltd, February 28, 2015), cover price $49.95 | About this edition: Any organization's key accounts are its lifeblood.
9780749463519 | 5th edition (Kogan Page Ltd, April 5, 2012), cover price $49.95 | About this edition: Very few books take the long-term, team-selling strategic view of key account management that this book takes.
9780749452773 | 4th edition (Kogan Page Ltd, June 1, 2008), cover price $60.00 | About this edition: Very few books take the long-term, team-selling strategic view of KAM that this book takes.

Miscellaneous:

9780749454388 | Kogan Page Ltd, January 3, 2010, cover price $0.04 | also contains Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status

cover image for 9780470974155
Product Description: "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing...read more

Paperback:

9780470974155 | 3 edition (John Wiley & Sons Inc, March 22, 2011), cover price $71.00 | About this edition: "This book is crammed with distilled, practical wisdom for key account managers and their directors.

"For more than two decades, Consultative Selling(TM) has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions. The Seventh Edition gives you the tools to continue bringing superior results to 21st Century organizations--and take your own career to a new level. Packed with strategic sales techniques, a step-by-step implementation guide, and case studies of companies--including IBM, Hewlett-Packard, American Airlines, and Motorola--Consultative Selling(TM) shows you how to develop long-term, continuing relationships with customer operating buyers, instead of just vending to purchasers. By selling improved customer profits, rather than products or services, you'll be a driving force in making your clients more competitive. New and updated topics include e-commerce, selling to outsourcers, strategies for providing reassurance to customers--even in an uncertain economic climate--and more. In addition to offering new and advanced selling strategies, Consultative Selling(TM) still gives you Mack Hanan's proven techniques to help you: Close major sales fast by avoiding traditional price negotiation Maintain high customer satisfaction by generating greater returns on their investments Control the costs of sales by condensing the selling cycle Identify key information sources for lead targeting Coordinate with value-added resellers who are key players in your go-to-market strategy (so you can present a united front to customers) Beat out the lower-price bidders who traditionally make the sales to not-for-profits and government agencies Apply consultative selling techniques to any product or service, in any industry--and calculate the value added by your consultative approach Offering the same great features that have accelerated sales professionals' careers since its original publication, this brand new edition of Consultative Selling gives you the tools you'll need to truly maximize your success. Over 100,000 copies sold! Sales expert Mack Hanan has shown tens of thousands of salespeople how to boost their profits by repositioning themselves as consultants out to help their clients' businesses grow. Consultative Selling (TM) gives readers the tools to partner with customers rather than just vending to purchasers, maintaining high customer satisfaction, even while under pressure to make quota each quarter. Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques for applying consultative selling, including: * outsourcing * Internet sales * gainsharing as an alternative to price * value-added reselling * cost-control purchasing * and more The book still includes the same great features that have made it a steady seller for over two decades -- from a step-by-step implementation guide to case histories of methods and results in multiple industries. Packed with strategic sales tools, Consultative Selling(TM) is still a one-of-a-kind way for sales pros to maximize profits while helping their customers take their businesses to new levels."

Hardcover:

9780814416174 | 8 edition (Amacom Books, March 15, 2011), cover price $29.95
9780814472156 | 7 edition (Amacom Books, December 10, 2003), cover price $29.95 | About this edition: "For more than two decades, Consultative Selling(TM) has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions.
9780814405031 | Amacom Books, May 1, 1999, cover price $29.95 | About this edition: Written by the author of "Consultative Budgeting" and "Key Account Selling", this book explains to the salesperson that: you are no longer a vendor, out to sell a customer its product; you are a consultant, out to help your client's business grow.
9780814450130 | 4th edition (Amacom Books, September 1, 1990), cover price $24.95 | About this edition: The ground rules for selling high ticket items are changing.

Paperback:

9780814414699 | 7 edition (Amacom Books, December 10, 2003), cover price $21.95 | About this edition: Over 100,000 copies sold!

For sales managers, the need to keep key accounts happy--and growing--is just as important as closing the first deal. In Mastering Your Key Accounts, world-renowned sales guru Stephan Schiffman teaches sales managers to identify key team players, and build alliances to conquer vital territories through developing a Major Account Mapping worksheet. Armed with Schiffman's dynamic action plan, readers can generate new business, penetrate new accounts, and maximize existing relationships with key clients.

Paperback:

9781593375348 | Adams Media Corp, December 1, 2006, cover price $14.95 | About this edition: For sales managers, the need to keep key accounts happy--and growing--is just as important as closing the first deal.

Miscellaneous:

9781440517372 | Adams Media Corp, October 30, 2010, cover price N/A

cover image for 9780749450694
Product Description: Using specific, tailored examples and case studies from global financial services companies, Key Account Management in Financial Services provides marketing professionals in the financial services sector with expert advice on marketing and selling their financial products to large clients...read more

Hardcover:

9780749441876 | Hardcover with CD edition (Kogan Page Ltd, March 30, 2005), cover price $135.00

Paperback:

9780749450694 | Pap/cdr edition (Kogan Page Ltd, January 1, 2008), cover price $60.00 | About this edition: Using specific, tailored examples and case studies from global financial services companies, Key Account Management in Financial Services provides marketing professionals in the financial services sector with expert advice on marketing and selling their financial products to large clients.

cover image for 9780684839851
A sales consultant goes beyond a basic, sell-the-product philosophy to suggest that sales presentations should be based on bottom-line future business results because that is what top company officers are interested in. 20,000 first printing. (view table of contents)

Hardcover:

9780684839851 | Simon & Schuster, February 1, 1998, cover price $24.00 | About this edition: Suggests that sales presentations should be based on bottom line future business results because that is what top company officers are interested in

cover image for 9780750662468
Product Description: This book combines thoroughly field-tested knowledge delivered in a carefully developed step-by-step format. Both the manager and student will be able to build understanding and a key account by the end of it. By analysing how key accounts really work in detail the authors create the tools that the reader will need in the marketplace...read more

Paperback:

9780750662468 | 2 edition (Butterworth-Heinemann, December 19, 2006), cover price $59.95 | About this edition: This book combines thoroughly field-tested knowledge delivered in a carefully developed step-by-step format.

cover image for 9780446694667
Product Description: For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts...read more

Paperback:

9780446694667 | Rev upd edition (Grand Central Pub, April 20, 2005), cover price $18.00 | About this edition: For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts.

cover image for 9780749441692
Product Description: * New cases, several new chapters and significant updates on selecting new customers, key account plans and use of IT (view table of contents, read Amazon.com's description)

Paperback:

9780749441692, titled "Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status" | 3 pap/cdr edition (Kogan Page Ltd, March 1, 2004), cover price $55.00 | About this edition: * New cases, several new chapters and significant updates on selecting new customers, key account plans and use of IT
9780749435950 | Pap/cdr edition (Kogan Page Ltd, September 1, 2001), cover price $38.00 | About this edition: Any organization s key accounts are its lifeblood.

Product Description: This book defines global account management and how should it be implemented, considering everything from planning and program design, to information, communication and customer relations. A comprehensive guide for both practitioners and

Hardcover:

9780415311304 | Routledge, October 1, 2003, cover price $100.00 | About this edition: This book defines global account management and how should it be implemented, considering everything from planning and program design, to information, communication and customer relations.

Paperback:

9780415311311 | Routledge, June 1, 2003, cover price $29.95 | About this edition: This book defines global account management and how should it be implemented, considering everything from planning and program design, to information, communication and customer relations.

cover image for 9780071417525
Product Description: Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts...read more

Hardcover:

9780071417525 | McGraw-Hill, April 1, 2003, cover price $34.00 | About this edition: Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts.

cover image for 9780750646154
Product Description: Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book in a practical way that can be implemented in all organizations...read more (view table of contents, read Amazon.com's description)

Paperback:

9780750646154 | Butterworth-Heinemann, July 1, 2000, cover price $44.95 | About this edition: Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity.

cover image for 9780749430986
Product Description: Key Account Management (KAM) is central to any company's sales and marketing strategy. Peter Cheverton, experienced in KAM strategies with clients such as ICI, Guinness, DuPont, and BMW and offers highly practical planning and methodology for identifying, obtaining, retaining and developing key customers...read more (view table of contents, read Amazon.com's description)

Paperback:

9780749430986 | Kogan Page Ltd, April 1, 2000, cover price $27.95 | About this edition: Key Account Management (KAM) is central to any company's sales and marketing strategy.

cover image for 9780814410110
Product Description: "In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to identify and capture key opportunities and use a systematic approach to growing the accounts...read more

Hardcover:

9780814404621 | Amacom Books, June 1, 1999, cover price $65.00 | About this edition: In most businesses, 80 percent of the revenue comes from 20 percent of the customers.

Paperback:

9780814410110 | Amacom Books, September 30, 2007, cover price $49.95 | About this edition: "In most businesses, 80% of the revenue comes from 20% of the customers.

cover image for 9780750632782
Product Description: Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad...read more (view table of contents, read Amazon.com's description)

Paperback:

9780750632782 | Butterworth-Heinemann, May 27, 1998, cover price $74.95 | About this edition: Key account management is a natural development of customer focus and relationship marketing in business-to-business markets.

cover image for 9780132574785
Product Description: Focuses on the art of presenting to win multimillion dollar accounts. Combines the Rogen Organisation's unique communication and presentation methods with the experience gained from coaching, watching and winning major pitches in more than 20 countries...read more

Hardcover:

9780132574785 | Prentice Hall Direct, October 1, 1996, cover price $29.95 | About this edition: Focuses on the art of presenting to win multimillion dollar accounts.

Product Description: This work seeks to show that many firms possess unique, but usually intangible, assets which can be shaped and exploited to create a market differentiation. Structured into two sections, the text covers how to develop account strategy and the tools and tactics of account management practice...read more

Paperback:

9780077090692 | McGraw-Hill Book Co Ltd, February 1, 1996, cover price $42.01 | About this edition: This work seeks to show that many firms possess unique, but usually intangible, assets which can be shaped and exploited to create a market differentiation.

cover image for 9780814403037
Product Description: Written by the author of "Consultative Budgeting" and "Key Account Selling", this book explains to the salesperson that: you are no longer a vendor, out to sell a customer its product; you are a consultant, out to help your client's business grow...read more

Hardcover:

9780814403037 | Amacom Books, September 1, 1995, cover price $24.95 | About this edition: Written by the author of "Consultative Budgeting" and "Key Account Selling", this book explains to the salesperson that: you are no longer a vendor, out to sell a customer its product; you are a consultant, out to help your client's business grow.

cover image for 9780786303304
Product Description: This book addresses the factors that make managing the account relationship different from territory management and offers tools to help the account manager measure success of position within the account. Ideally suited for organizations with an account-focused sales force selling complex products to global accounts, this unique guide outlines how a team approach can be used to successfully sell at all levels of the customer's business strategy and use that strategy to maintain the account while leveraging new opportunities; address the factors that make managing an account different from managing a territory; build a long-term realtionship with the customer and position your company to help the customer achieve success; uncover the competition's weakness and lock them out...read more

Hardcover:

9780786303304 | Irwin Professional Pub, September 1, 1994, cover price $27.50 | About this edition: This book addresses the factors that make managing the account relationship different from territory management and offers tools to help the account manager measure success of position within the account.

cover image for 9780471581048
Recommends that salespeople target the key decision-makers in a company, and provides advice on identifying, approaching, and appealing successfully to such individuals (view table of contents)

Hardcover:

9780471581048 | John Wiley & Sons Inc, June 16, 1993, cover price $157.95 | About this edition: Recommends that salespeople target the key decision-makers in a company, and provides advice on identifying, approaching, and appealing successfully to such individuals

Paperback:

9780471581055 | John Wiley & Sons Inc, June 1, 1993, cover price $50.00 | About this edition: Recommends that salespeople target the key decision-makers in a company, and provides advice on identifying, approaching, and appealing successfully to such individuals

cover image for 9780814478288
Product Description: Key Account Selling will show you how to grow your business by growing the businesses of your principle customers.

Hardcover:

9780814459850 | 2 sub edition (Amacom Books, August 1, 1989), cover price $18.95 | About this edition: Tells how to gain the edge over competitors, discusses high-margin sales and customer continuity, and looks at two-tier selling and effective sales management

Paperback:

9780814478288 | 2 edition (Amacom Books, March 1, 1993), cover price $14.95 | About this edition: Key Account Selling will show you how to grow your business by growing the businesses of your principle customers.

cover image for 9780446393560
Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth (view table of contents)

Hardcover:

9780805013047 | Henry Holt & Co, June 1, 1991, cover price $27.50 | About this edition: Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

Paperback:

9780446393560 | Reprint edition (Grand Central Pub, May 1, 1992), cover price $14.95 | About this edition: Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

cover image for 9780814459348
Discusses marketing strategy, customer life-cycles, added values, and sales evaluation, and explains how to anticipate a customer's needs

Hardcover:

9780814459348 | Amacom Books, October 1, 1987, cover price $16.95 | About this edition: Discusses marketing strategy, customer life-cycles, added values, and sales evaluation, and explains how to anticipate a customer's needs

cover image for 9780136862703
Product Description: The Power of Consultative Selling

Hardcover:

9780136859185 | Prentice Hall Direct, May 1, 1987, cover price $21.95 | About this edition: Here's a step-by-step guide to consultative selling - a powerful new sales technique that can help you achieve greater success as a sales professional.

Paperback:

9780136862703 | Prentice Hall Pr, May 1, 1987, cover price $14.00 | About this edition: The Power of Consultative Selling

at beginning | displaying 1 to 25 | next 2 >