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Account Management. Sales 12.5. Express Exec

  • ID: 2240291
  • Book
  • February 2003
  • Region: Global
  • 134 Pages
  • John Wiley and Sons Ltd
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  • Fast–track route to understanding key account management and its importance to a successful and profitable business
  • Covers increasing the volume, profitability and predictability of key account sales, a team–based approach to account selling, planning for long–term account management and allocation of resouces
  • Examples and lessons using SWOT analysis on the mission statements of a number of companies from different sectors
  • Includes a resource section and access to a free website for insights, ideas and the best practice in account management, as well as key steps to practicing successful account management, key concepts and thinkers and an FAQ section
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Introduction to ExpressExec V

12.05.01 Introduction to Account Management 1

12.05.02 Definition of Terms: What is Account Management? 5

12.05.03 The Evolution of Account Management 15

12.05.04 The E–Dimension in Account Management 29

12.05.05 The Global Dimension in Account Management 37

12.05.06 The State of the Art in Account Management 47

12.05.07 Account Management in Practice 63

12.05.08 Key Concepts and Thinkers in Account Management 85

12.05.09 Resources for Account Management 93

12.05.10 Ten Steps to Implementing Account Management 101

Frequently Asked Questions (FAQs) 121

Index 123

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Ken Langdon
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