Manage Globally, Sell Locally [antikvár]

Preface This is not a book on basic sales. It is not about sales management. Its thesis is that the migration to account-focused selling is already moving at a pace few can keep up with. Many traditional territory selling approaches are still being used. Those ideas, however popular, will become ineffective, if not detrimental. In recent decades we have witnessed a dramatic shift in the deployment of the sales force. The shift is from territory-based to account-focused salespeople, and they need to share information globally. Relationship management has become the mainstay of success. The gathering and translation of account strategy into operational plans lead to a sustained competitive advantage. It is no longer a battle with purchasing agents; it is an understanding of the customer's strategic business objectives and what you can do to help your customer attain them. There is a great temptation, given the extensive materials available from diverse sources, to employ account-focused selling techniques based on the traditional territory-based approach. The day-to-day tactical activities of an account manager parallel those of a territory-based sales rep but also require a broader understanding of business strategies. The coupling of the strategic and tactical approaches to account management will clearly win in the long run. This book is intended for the person who is managing a small number of accounts. We expand on the traditional