February 2015
Intermediate to advanced
416 pages
11h 16m
English
Content preview from Key Account Management, 6th Edition
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Knowing the people, knowing your value
Decision mapping – the ‘opportunity snail’
The last chapter urged key account managers to invest time in looking beyond the entities with which the traditional sales professionals spend their time – the immediate customers. This chapter urges them to look beyond the people that the traditional sales professional will spend most of their time with – the buyers.
It is no great surprise that, without an active plan to do otherwise, customer contacts tend to settle down to a few regular meetings with the same faces. Most commonly these are faces within the purchasing department. The feeling of comfort and stability that this can bring is dangerously illusory: when the face changes so can your fortune. Genuine ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.