Account Management » (REV)

KEN LANGDON is presently the non-executive chairman for SoftTools, a supplier of electronic Integrated Support Systems.  Ken has worked for many major computer companies worldwide, including Hewlett Packard and DEC.  As well as writing books, his experience as a process consultant has enabled him to help publishers and authors to improve the way that they translate business concepts into books and electronic tools.

• Fast-track route to understanding key account management and its importance to a successful and profitable business

• Covers increasing the volume, profitability and predictability of key account sales, a team-based approach to account selling, planning for long-term account management and allocation of resouces

• Examples and lessons using SWOT analysis on the mission statements of a number of companies from different sectors

• Includes a resource section and access to a free website for insights, ideas and the best practice in account management, as well as key steps to practicing successful account management, key concepts and thinkers and an FAQ section