Key Retail Customer Management (Second Edition)

Author: Qu Yunbo
Publisher:
Publish Date: 2006-11-01
Features: This book comprehensively elaborates on all aspects of key retail customer management starting from the principles. For business personnel with rich practical experience but lacking theoretical knowledge, it serves as a way to "format" and enhance their experience. Beyond theory, the book also provides numerous examples and practical tips, making it an excellent tool for self-improvement and revisiting knowledge to gain new insights. The book is rich in practical significance and offers many new perspectives. If you aim to become an outstanding Key Account Manager and wish to advance in this highly challenging and passionate role, I highly recommend reading this book seriously and applying the useful theories it contains. In terms of practicality and accessibility, it is a rare and valuable book on key customer management in China. The "Dual Cycle Circle Model" is particularly helpful for salespeople to understand the management of key customer business from a "holistic" perspective. As the retail industry in China continues to develop, whoever dominates in managing many retail customers and channels will gain a competitive advantage in expanding market share. So, how can suppliers understand the rapidly evolving modern retailers? How can suppliers leverage the development of modern retailers to grow their own and both parties' businesses? This is the question this book aims to answer. Additionally, the book proposes innovative theories such as the 5C concept, the Dual Cycle Circle Model, and the "Five-Step Method" for preparing trade negotiations, hoping to contribute a small part to the development of the modern retail industry. This book is suitable for sales personnel and managers at all levels within the consumer goods industry.