Sales Techniques and Strategies for Large Clients: The Complete Guide to Large Account Marketing That Brings 80% of Profits

Author: McKinsey & Company Marketing Consultants
Publisher:
Publish Date: 2005-03-01
Features: Key accounts are the lifeline of a business. Although they are few in number, they account for a significant portion of the company's profits and have a crucial impact on the achievement of business goals. If they leave, it will severely affect the company's performance. Therefore, winning these key accounts and firmly retaining them is a critical task for every business. This book is concise in its writing and, with the help of illuminating framework language, elaborates in detail on how to collect key account data, develop effective key account visit plans, conduct face-to-face negotiations with key accounts, and manage key account relationships. It aims to help sales teams and businesses win more loyal key accounts, contribute more profits, and gain a greater competitive advantage.