Manage Globally, Sell Locally

Fülszöveg

"A hands-on book with a wealth of practical ideas for achieving superior results in strategic account selling."
John Young, retired president and CEO, Hewlett-Packard Co.
"Many people talk about partnering; Lee Blackstone shows how it is done. He offers detailed descriptions of successful plans for building global relationships while redefining the nature of account management. Anyone who manages accounts would benefit by following Lee's prescriptions."
Dr. Jeff Tanner, Research Director,
Center for Professional Selling, Baylor University
"Strategic selling doesn't just happen by chance—Manage Globally, Sell Locally defines the process and milestones for success!" Jim Schoper, Senior Vice President, Worldwide Sales Marketing, Banyan Systems, Inc.
"In today's environment, global account management is the front line of selling for both big and small companies. Lee Blackstone provides an excellent road map and practical solutions to the issues involved. Marketing and sales... Tovább

Fülszöveg

"A hands-on book with a wealth of practical ideas for achieving superior results in strategic account selling."
John Young, retired president and CEO, Hewlett-Packard Co.
"Many people talk about partnering; Lee Blackstone shows how it is done. He offers detailed descriptions of successful plans for building global relationships while redefining the nature of account management. Anyone who manages accounts would benefit by following Lee's prescriptions."
Dr. Jeff Tanner, Research Director,
Center for Professional Selling, Baylor University
"Strategic selling doesn't just happen by chance—Manage Globally, Sell Locally defines the process and milestones for success!" Jim Schoper, Senior Vice President, Worldwide Sales Marketing, Banyan Systems, Inc.
"In today's environment, global account management is the front line of selling for both big and small companies. Lee Blackstone provides an excellent road map and practical solutions to the issues involved. Marketing and sales executives wrestling with strategic account matters will glean much useful information and insight from this book." Frank V. Cespedes, Associate Professor of Business Administration, Harvard Business School
"Blackstone and Cullen have developed superior tools for training the sales representative servicing larger accounts (with) lots of good examples to illustrate the account management process. . .a first class tool." Professional Readers
MANAGE SELl LOCALLY
A. Lee Blackstone
In today's global marketplace, companies are moving their sales forces away from a territory focus to a more account-based approach. This new view of account management focuses on the account, not the geographic territory, and requires a transition from servicing local branch offices to servicing accounts worldwide. How does a territory sales representative make the transition to an account manager selling and servicing a single national account, not just the local branch office? Manage Globally, Sell Locally offers salespeople a methodology for selling and servicing a national account and builds upon the account management focus.
Manage Globally, Sell Locally addresses the factors that make managing the account relationship different from territory management, and offers tools to help the account manager measure success or 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 organization.
Written with a "how to" approach, this book includes a flow process for quality management of the sales force that ties to the Malcolm Baldrige Quality Award, and reveals how to:
¦ Uncover a 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 relationship with the customer and position your company to help the customer achieve success.
¦ Uncover the competition's weaknesses and lock them out!
Packed with useful information, examples, and illustrations. Manage Globally, Sell Locally offers salespeople the sustained competitive edge they need to achieve and exceed their goals! Vissza