Manage Globally, Sell Locally: The Art of Strategic Account Management

This book addresses the factors that make managing the account relationship different from territory management and offers tools to help the account manager measure success of position within the account. Ideally suited for organizations with an account-focused sales force selling complex products to global accounts, this unique guide outlines how a team approach can be used to successfully sell at all levels of the customer's business strategy and use that strategy to maintain the account while leveraging new opportunities; address the factors that make managing an account different from managing a territory; build a long-term realtionship with the customer and position your company to help the customer achieve success; uncover the competition's weakness and lock them out!