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selling key accounts matches 27 work(s)
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cover image for 9780814476772
Explains how to develop a consultant relationship with top clients, identifies the advantages of this approach, and shows how to create growth strategies, negotiate proposals, generate forecasts, and analyze investments

Paperback:

9780814476772 | 3 edition (Amacom Books, March 1, 1987), cover price $10.95 | About this edition: Explains how to develop a consultant relationship with top clients, identifies the advantages of this approach, and shows how to create growth strategies, negotiate proposals, generate forecasts, and analyze investments

cover image for 9780814416174
Product Description: Explains how to develop a consultant relationship with top clients, identifies the advantages of this approach, and shows how to create growth strategies, negotiate proposals, generate forecasts, and analyze investments

Hardcover:

9780814416174 | 8 edition (Amacom Books, March 15, 2011), cover price $29.95 | About this edition: Explains how to develop a consultant relationship with top clients, identifies the advantages of this approach, and shows how to create growth strategies, negotiate proposals, generate forecasts, and analyze investments
9780814472156 | 7 edition (Amacom Books, December 10, 2003), cover price $29.95 | About this edition: Explains how to develop a consultant relationship with top clients, identifies the advantages of this approach, and shows how to create growth strategies, negotiate proposals, generate forecasts, and analyze investments
9780814405031 | Amacom Books, May 1, 1999, cover price $29.95 | About this edition: This is the classic sales book that has boosted profits--for salespeople and for their customers--for more than two decades!
9780814450130 | 4th edition (Amacom Books, September 1, 1990), cover price $24.95

Paperback:

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

cover image for 9780814403037
Product Description: The classic sales book that has boosted profits--for salespeople and their customers--for over 20 years has been totally revised. Hanan emphasizes viewing oneself as a consultant helping a customer improve his business, rather than a vendor who's sole mission is to sell a product...read more

Hardcover:

9780814403037 | Amacom Books, September 1, 1995, cover price $24.95 | About this edition: The classic sales book that has boosted profits--for salespeople and their customers--for over 20 years has been totally revised.

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 9781118509081
Product Description: A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM)...read more

Hardcover:

9781118509081 | John Wiley & Sons Inc, May 12, 2014, cover price $55.00 | About this edition: A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM).

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.

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 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 | About this edition: * Market-specific to financial services * CD Rom providing KAM analysis software, and access to further support.

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 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 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.

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 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 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 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 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.

Product Description: Managing Major Accounts has never been an easy, straightforward task, but with today's highly competitive, fast moving and demanding business this complexity has made it an almost impossible challenge. What will you do to differentiate yourself from the competition? How will you counteract the omnipotency of your major accounts? Finally, how will you decide which opportunities are worth investing your limited resources in to take the business and its products forward?Chris Steward, with his insider knowledge, and years of experience, tells you how in Managing Major Accounts...read more

Paperback:

9780077090692 | McGraw-Hill Book Co Ltd, February 1, 1996, cover price $42.01 | About this edition: Managing Major Accounts has never been an easy, straightforward task, but with today's highly competitive, fast moving and demanding business this complexity has made it an almost impossible challenge.

You rely on your key accounts for repeat business over time, but with Stephan Schiffman's tips and strategies, you'll find out how to increase your sales to these accounts and solidify your relationship as "partners" in the sales process. In Mastering Your Key Accounts, Stephan Schiffman shows you how to implement a winning selling philosophy based on taking calculated risks and stirring things up within existing accounts. He gives you the tools to build key strategic alliances in all of your accounts. Inside you'll find sure-fire strategies to: Build alliances and win over critical constituents Develop and refine a Major Account Mapping worksheet Devise a growth/action plan for key accounts Finalize an action plan that extends your network within the major account As America's recognized #1 sales trainer Stephan Schiffman promises to give you proven advice that will boost your business -and your bottom line!

Paperback:

9781593375348 | Adams Media Corp, December 1, 2006, cover price $14.95 | About this edition: You rely on your key accounts for repeat business over time, but with Stephan Schiffman's tips and strategies, you'll find out how to increase your sales to these accounts and solidify your relationship as "partners" in the sales process.

Miscellaneous:

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

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 9780132574785
Product Description: Never before has a book focused on the art of presenting to win multi-million dollar accounts. Pitch Doctor 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: Never before has a book focused on the art of presenting to win multi-million dollar accounts.

cover image for 9780136862703
speicalized selling information

Hardcover:

9780136859185 | Prentice Hall Direct, May 1, 1987, cover price $21.95 | About this edition: speicalized selling information

Paperback:

9780136862703 | Prentice Hall Pr, May 1, 1987, cover price $14.00

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: Some countries have moved beyond the design and operation of nuclear electricity generating systems to confronting the issue of nuclear waste disposal, whole others are still committed to further nuclear facility construction.

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 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 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 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

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