Item Available as part of Key Account Planning .
A crucial question in key account selling is, “How do I manage my selling time?” You must identify, categorize, and prioritize key accounts in order to make the best use of the limited time you have available. This shows how to segment your territory into four different kinds of key accounts, and then how to determine the right amount of attention to give them in order to achieve sustainable sales growth.
A crucial question in key account selling is, “How do I manage my selling time?” You must identify, categorize, and prioritize key accounts in order to make the best use of the limited time you have available. This shows how to segment your territory into four different kinds of key accounts, and then how to determine the right amount of attention to give them in order to achieve sustainable sales growth.
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