Sales Techniques and Strategies for Large Clients (New Marketing Models and Techniques Series)

Author: McKinsey & Company Marketing Consultants
Publisher:
Publish Date: 2005-03-01
Features: The Complete Guide to High-Value Client Marketing, Bringing 80% Profit. Unveils how top marketing directors, key account managers, and regional managers identify, select, and manage key clients to boost sales performance. High-value clients 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 these high-value clients and firmly retaining them is a critical task for every business. The book is concise and supported by illuminating framework language, detailing how to collect high-value client data, develop effective high-value client visit plans, conduct face-to-face negotiations with high-value clients, and manage high-value client relationships. This helps sales teams and businesses win more loyal high-value clients, contribute more profits, and gain a greater competitive advantage.