Major Account Sales: Techniques and Strategies

Author: McKinsey & Company Marketing Consultants
Publisher:
Publish Date: 2005-03-01
Features: The Complete Guide to Big Account Marketing That Brings 80% Profit. Unveils how top marketing directors, big account managers, and regional supervisors identify, select, and manage key clients to boost sales performance. Big accounts are the lifeline of a business, though few in number, they account for a significant portion of the company's profit and have a crucial impact on achieving business goals. If they leave, it will severely affect the company's performance. Therefore, winning and firmly retaining these big accounts is a critical task for every business. This book is concise and supported by insightful framework language, detailing how to collect big account data, develop effective big account visit plans, conduct face-to-face negotiations with key clients, and manage big account relationships. It helps sales teams and businesses win more loyal big accounts, contribute more profits, and gain a greater competitive advantage.