For the Accounts You Can't Afford to Lose: The Strategies that
Will Keep Your Customers Coming Back Whether your company has
$50,000 or $5 million in sales, chances are that at least half of
your revenue comes from a few crucial accounts. What does it take
to keep them going strong? The authors of The New Strategic Selling
and The New Conceptual Selling present a hard-hitting, no-nonsense
book of techniques to improve your most important business
relationships. Updated with recent examples of actual success
stories, this new edition explores how online click speeds have
resulted in highly sophisticated customers who expect all services
to be done in "real time." Discover: * The Long View: Studying and
really understanding your company-and your customer's business-can
mean years of selling success * "Lamp" Strategies: Activate a Large
Account Management Process strategy to turn your best customers
into permanent "external assets" * Trends and Market Forces:
Constantly identify and reappraise the conditions that can make
your services more crucial than ever * Channels of Communication:
The right contacts and communication lines will help you make key
changes-before it's too late!
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