Successful Key Account Management

Machinery Dealer Manager's Handbook

af Walter J McDonald

The focus of Successful Key Account Management is examining the Best Industry Practices for Machine Dealer Managers in today's industrial equipment dealerships. The very definition of a Key Account must include providing sustainable revenue, potential for sales growth, relationship match between the dealership's positioning and customer expectations, and the account's fit in the Strategic Direction of the Dealer's model. Every dealership has a small number of very large accounts that contribute ... (Læs mere)