Successful Key Account Management is the culmination of David Hughes' nearly forty years of experience in a B2B (business to business) sales environment, with the last thirty years spent in a variety of key account management roles looking after strategic customers based in the UK and Europe.
The ability to sell effectively is fundamental to the success of any business, and the role of account managers is to develop robust, long-term relationships between customers and their preferred suppliers. This book will benefit new account managers still developing their skills as well as more experienced colleagues looking to ensure that their abilities are well rounded and up-to-date. It gives numerous examples and easy to follow advice that can then be adapted to the readers' individual circumstances.