The sales statistics show it: a large part of the turnover is generated with few customers, the so-called key accounts. If a few customers make up 60% of their total revenue, then this is certainly reason enough to focus on those customers and their needs – you might think. Unfortunately, most companies lack the necessary know-how and so often the most successful sellers are used to look after the key accounts. However, that sales talent alone is not enough to cover the needs of these important customers is usually only recognized when it is too late and the competition has wooed the customer.
In this book, four proven professionals show how a professional and successful handling of key accounts looks like. Step by step and very practical, they introduce the reader to complex matters. With catchy examples, it is shown that key account management is not primarily an organizational concept, but that today it is all about finding solutions to problems for the customer. Numerous checklists and case studies give this book a high degree of practical relevance and ensure that the reader can immediately apply the insights gained in his own daily work routine.
Required reading for all those who have contact with major customers and do not want to lose them in the medium term!