February 2015
Intermediate to advanced
416 pages
11h 16m
English
Content preview from Key Account Management, 6th Edition
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Decision mapping and contact strategies
Remember Ken Reilly from the opening pages? He was calling on a key account and he had a good story to tell, but he was telling it to the wrong person. His contact strategy appeared to consist of ‘sweet talking’ receptionists and PAs.
The supplier has a daunting task when facing up to a key account: who to talk to in an organization that may positively blossom with departments, functions, sites and ever-changing job titles. The path to the real decision makers can seem like a maze, only most customers will not allow you the luxury of exploration; there are no second chances if you take the wrong turning.
And then the customer does you a favour, it seems, by making it easy for you, by supplying someone ...
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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.