Handbook of Key Customer Relationship Management (Financial Times Series)

Customer Reviews

Great inside Knowledge - By: , 10 Sep 2001
Great inside Knowledge on how some of the top preforming companies get that way. The book is very easy read & is broken up, which enables the reader to read chapter 6 then 10 etc... The book is filled with good working exaples of leading companies & from a sales point of view, I found this book a great asset.

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Practical and accessible handbook for Key Account Managers - By: , 05 Jun 2001
This is a book written by a guy who has clearly sold to Key Accounts himself. It is full of practical suggestions - some sophisticated, others just beautifully practical (EG try & negotiate BEFORElunch). I liked the section on Value driven strategy - when you present to customers, focus on the value you are creating in their business rather than the price they are paying. He also takes the reader through creating an individual business plan for each key customer. He understands the Customers that Count.

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