Thanks for visiting our site!
We hope you find the key account information that you are looking for
 |
Panasonic NN-H965WF, 2.2cuft 1250 Watt Sensor Microwave Oven, White List Price: $199.99 Sale Price: $157.99 Used From: $130.00  |
|
Panasonic has succeeded in evolving Turbo Defrost, which allows you to defrost foods even faster than previous Panasonic Auto defrost. Panasonic Inverter Turbo defrost technology is an advanced microwave sequencing system using the Inverter low-power delivery feature... |
 |
Whynter WC-16S SNO 16 Bottle Wine Cooler, Platinum with Lock List Price: $215.00 Sale Price: $179.00 |
|
The SNO 16 Bottle Wine Cooler with Lock by Whynter offers premium quality and innovative design. Whether for the office, the yacht or home, the SNO 16 Bottle Wine Cooler is a center piece of any living space... |
Check Ebay for key account products. Ebay can be a great resource for finding most anything you desire!
 |
 Key Account Management and Planning The Comprehensive Handbook for Managing You $8.37 End Date: Thursday Jun-7-2012 12:04:51 PDT Buy It Now for only: $8.37 Buy It Now | Add to watch list |
 NEW Successful Key Account Management in a Week Stewa $7.23 End Date: Thursday Jun-7-2012 10:11:36 PDT Buy It Now for only: $7.23 Buy It Now | Add to watch list |
 Teach Yourself Successful Key Account Management in a W $12.08 End Date: Friday Jun-1-2012 23:30:00 PDT Buy It Now for only: $12.08 Buy It Now | Add to watch list |
 Pilsner Urquell Beer Embassy Account 3D Plaque Key to the Brewery Gates $169.99 End Date: Thursday May-31-2012 16:13:57 PDT Buy It Now for only: $169.99 Buy It Now | Add to watch list |
 Mastering Your Key Accounts Maximize Relationships Cr $2.92 End Date: Tuesday Jun-19-2012 11:15:10 PDT Buy It Now for only: $2.92 Buy It Now | Add to watch list |
 Key Account Management by Diana Woodburn and Malcolm McDonald 2011 Paperback $47.95 End Date: Thursday Jun-21-2012 5:08:35 PDT Buy It Now for only: $47.95 Buy It Now | Add to watch list |
 Mastering Your Key Accounts Maximize Relationships Create Strategic Partnershi $1.00 End Date: Thursday Jun-21-2012 10:41:45 PDT Buy It Now for only: $1.00 Buy It Now | Add to watch list |
 Key Account Management and Planning The Comprehensive Handbook for Managing You $12.51 End Date: Monday Jun-11-2012 0:38:04 PDT Buy It Now for only: $12.51 Buy It Now | Add to watch list |
 Key Account Management and Planning The Comprehensive Handbook for Managing You $8.61 End Date: Sunday Jun-10-2012 8:55:44 PDT Buy It Now for only: $8.61 Buy It Now | Add to watch list |
 The Key Account Managers Pocketbook NEW $11.95 End Date: Sunday Jun-10-2012 18:15:25 PDT Buy It Now for only: $11.95 Buy It Now | Add to watch list |
 Key Account Management and Planning The Comprehensive Handbook for Managing $39.75 End Date: Thursday Jun-21-2012 20:20:06 PDT Buy It Now for only: $39.75 Buy It Now | Add to watch list |
 Key Account Management By Peter Cheverton $1.99 End Date: Friday Jun-15-2012 5:35:14 PDT Buy It Now for only: $1.99 Buy It Now | Add to watch list |
 Key Account Management in Financial Services Tools and Techniques for Building $76.27 End Date: Monday Jun-11-2012 23:32:59 PDT Buy It Now for only: $76.27 Buy It Now | Add to watch list |
 PUMA KEY ACCOUNT ATHLETIC SMALL BAG BLACK NEW UNISEX $23.99 End Date: Tuesday May-29-2012 16:43:08 PDT Buy It Now for only: $23.99 Buy It Now | Add to watch list |
 Key Account Management The Route t Peter Cheverton $2.00 End Date: Saturday Jun-9-2012 13:16:12 PDT Buy It Now for only: $2.00 Buy It Now | Add to watch list |
 NEW Cost Accounts Cost Accounts Cost Accounts The Key $24.18 End Date: Tuesday May-29-2012 9:45:10 PDT Buy It Now for only: $24.18 Buy It Now | Add to watch list |
 The Key Account Managers Pocketbook NEW $15.24 End Date: Wednesday Jun-6-2012 19:41:23 PDT Buy It Now for only: $15.24 Buy It Now | Add to watch list |
 NEW The Seven Keys to Managing Strategic Accounts She $18.33 End Date: Sunday Jun-10-2012 7:34:50 PDT Buy It Now for only: $18.33 Buy It Now | Add to watch list |
 NEW Cost Accounts Cost Accounts Cost Accounts The Key $12.74 End Date: Tuesday May-29-2012 9:45:10 PDT Buy It Now for only: $12.74 Buy It Now | Add to watch list |
 Key Account Management and Planning The Comprehensive Handbook for Managing $24.18 End Date: Thursday Jun-14-2012 12:35:06 PDT Buy It Now for only: $24.18 Buy It Now | Add to watch list |
 NEW Cost Accounts Cost Accounts Cost Accounts The Key $28.05 End Date: Tuesday May-29-2012 9:45:10 PDT Buy It Now for only: $28.05 Buy It Now | Add to watch list |
 NEW Key to Accounts and Accounting Practice Belding $13.39 End Date: Wednesday May-30-2012 4:02:42 PDT Buy It Now for only: $13.39 Buy It Now | Add to watch list |
 Mastering Your Key Accounts Maximize Relationships Create Strategic Partnershi $3.85 End Date: Sunday Jun-10-2012 16:18:51 PDT Buy It Now for only: $3.85 Buy It Now | Add to watch list |
 The Seven Keys to Managing Strategic Accounts Book HB NEW 0071417524 BNT $23.08 End Date: Sunday Jun-17-2012 8:23:18 PDT Buy It Now for only: $23.08 Buy It Now | Add to watch list |
 Key Account Management in Financial Services Tools an $72.28 End Date: Friday Jun-1-2012 2:44:29 PDT Buy It Now for only: $72.28 Buy It Now | Add to watch list |
 NEW Cost Accounts The Key to Economy in Manufacture $12.74 End Date: Friday Jun-8-2012 14:09:10 PDT Buy It Now for only: $12.74 Buy It Now | Add to watch list |
 Mastering Your Key Accounts Maximize Relationships Create Strate Paperback $1.00 End Date: Thursday May-24-2012 9:23:07 PDT Buy It Now for only: $1.00 Buy It Now | Add to watch list |
 NEW Key Account Management Cheverton Peter $45.66 End Date: Friday Jun-1-2012 7:16:56 PDT Buy It Now for only: $45.66 Buy It Now | Add to watch list |
 NEW A Key to the New Testament Giving an Account of th $14.03 End Date: Thursday May-31-2012 12:19:05 PDT Buy It Now for only: $14.03 Buy It Now | Add to watch list |
 NEW A Key to the New Testament Giving an Account of $14.03 End Date: Thursday May-31-2012 13:21:12 PDT Buy It Now for only: $14.03 Buy It Now | Add to watch list |
 NEW Water Companies Accounts Key Frank $12.10 End Date: Wednesday Jun-6-2012 14:08:21 PDT Buy It Now for only: $12.10 Buy It Now | Add to watch list |
 NEW Key Account Management Woodburn Diana McDonald $52.26 End Date: Tuesday Jun-19-2012 12:25:02 PDT Buy It Now for only: $52.26 Buy It Now | Add to watch list |
 NEW A Key to the New Testament Giving an Account of $14.03 End Date: Saturday Jun-16-2012 8:46:24 PDT Buy It Now for only: $14.03 Buy It Now | Add to watch list |
 Successful Key Account Management In a Week A Teach You $13.19 End Date: Friday Jun-22-2012 1:23:05 PDT Buy It Now for only: $13.19 Buy It Now | Add to watch list |
 NEW Cost Accounts The Key to Economy in Manufacture $24.18 End Date: Tuesday May-29-2012 4:18:18 PDT Buy It Now for only: $24.18 Buy It Now | Add to watch list |
 The Seven Keys to Managing Strategic Accounts Book HB NEW 0071417524 GDN $20.46 End Date: Sunday Jun-3-2012 11:01:23 PDT Buy It Now for only: $20.46 Buy It Now | Add to watch list |
 Key Account Management and Planning The Comprehensive Handbook for Managing $39.95 End Date: Friday Jun-1-2012 10:21:46 PDT Buy It Now for only: $39.95 Buy It Now | Add to watch list |
 NEW A Master Key to Popery Giving a Full Account of Al $19.19 End Date: Thursday May-31-2012 16:47:10 PDT Buy It Now for only: $19.19 Buy It Now | Add to watch list |
 Key Account Plans The Practitioners Guide to Profitab $68.47 End Date: Saturday Jun-9-2012 22:47:49 PDT Buy It Now for only: $68.47 Buy It Now | Add to watch list |
 Teach Yourself Successful Key Account Management in a W $14.27 End Date: Friday May-25-2012 9:52:55 PDT Buy It Now for only: $14.27 Buy It Now | Add to watch list |
 Successful Key Account Management in a Week by Grant Stewart 2012 Paperback $11.99 End Date: Saturday May-26-2012 19:33:52 PDT Buy It Now for only: $11.99 Buy It Now | Add to watch list |
 Key Account Plans The Practitioners Guide to Profitab $71.98 End Date: Sunday Jun-10-2012 10:17:06 PDT Buy It Now for only: $71.98 Buy It Now | Add to watch list |
 The Seven Keys to Managing Strategic Accounts NEW $24.64 End Date: Sunday Jun-17-2012 6:14:14 PDT Buy It Now for only: $24.64 Buy It Now | Add to watch list |
 The Skeleton Key of Mathematics A Simple Account of Co $6.95 End Date: Saturday May-26-2012 8:32:43 PDT Buy It Now for only: $6.95 Buy It Now | Add to watch list |
 Key Account Selling Opening Doors Selling by Meeting $19.43 End Date: Monday Jun-18-2012 1:13:19 PDT Buy It Now for only: $19.43 Buy It Now | Add to watch list |
 The Skeleton Key of Mathematics a Simple Account of Co $29.92 End Date: Sunday May-27-2012 11:49:54 PDT Buy It Now for only: $29.92 Buy It Now | Add to watch list |
 Key Account Plans The Practitioners Guide to Profitable Planning Lynette Ryals $40.22 End Date: Tuesday Jun-5-2012 10:05:19 PDT Buy It Now for only: $40.22 Buy It Now | Add to watch list |
 Successful Global Account Management Key Strategies an $65.02 End Date: Wednesday Jun-6-2012 10:57:41 PDT Buy It Now for only: $65.02 Buy It Now | Add to watch list |
 PUMA KEY ACCOUNT Small Black White Logo Bag Tote NEW BNWT $49.44 End Date: Sunday Jun-3-2012 17:09:34 PDT Buy It Now for only: $49.44 Buy It Now | Add to watch list |
 A Key to the New Testament Giving an Account of the Se $20.91 End Date: Sunday Jun-17-2012 20:27:54 PDT Buy It Now for only: $20.91 Buy It Now | Add to watch list |
 KEY ACCOUNT MANAGEMENT MALCOLM MCDONALD DIANA WOODBURN PAPERBACK NEW $64.65 End Date: Sunday Jun-3-2012 0:49:00 PDT Buy It Now for only: $64.65 Buy It Now | Add to watch list |
 A Key to the New Testament Giving an Account of the Se $31.83 End Date: Tuesday Jun-19-2012 9:04:42 PDT Buy It Now for only: $31.83 Buy It Now | Add to watch list |
 Key Account Management Tools and Techniques for Achiev $55.12 End Date: Wednesday Jun-20-2012 5:24:17 PDT Buy It Now for only: $55.12 Buy It Now | Add to watch list |
 Key Account Management NEW by Malcolm McDonald $50.86 End Date: Saturday Jun-9-2012 19:28:56 PDT Buy It Now for only: $50.86 Buy It Now | Add to watch list |
 Key Account Management By McDonald Malcolm Woodburn Diana $64.67 End Date: Sunday May-27-2012 0:14:34 PDT Buy It Now for only: $64.67 Buy It Now | Add to watch list |
 Account Management Key Strategic And Global Account M $108.32 End Date: Sunday May-27-2012 17:01:02 PDT Buy It Now for only: $108.32 Buy It Now | Add to watch list |
 Key Account Management NEW by Malcolm McDonald $53.26 End Date: Friday May-25-2012 10:33:40 PDT Buy It Now for only: $53.26 Buy It Now | Add to watch list |
 Key Account Management Tools and Techniques for Achiev $60.39 End Date: Wednesday Jun-20-2012 5:18:06 PDT Buy It Now for only: $60.39 Buy It Now | Add to watch list |
Here are more key account products:
Another great resource for key account products is Amazon. They have far more than just books!
Some Great Products
|
Panasonic NN-H965WF, 2.2cuft 1250 Watt Sensor Microwave Oven, White List Price: $199.99 Sale Price: $157.99 Used From: $130.00 |
|
Panasonic has succeeded in evolving Turbo Defrost, which allows you to defrost foods even faster than previous Panasonic Auto defrost. Panasonic Inverter Turbo defrost technology is an advanced microwave sequencing system using the Inverter low-power delivery feature... |
|
Whynter WC-16S SNO 16 Bottle Wine Cooler, Platinum with Lock List Price: $215.00 Sale Price: $179.00 |
|
The SNO 16 Bottle Wine Cooler with Lock by Whynter offers premium quality and innovative design. Whether for the office, the yacht or home, the SNO 16 Bottle Wine Cooler is a center piece of any living space... |
 |
GE 45117 Deluxe Wireless Door Alarm List Price: $29.99 Sale Price: $11.90 Used From: $11.15 |
|
SIMPLE & EASY TO MOUNT & USEALARM SOUNDS WHEN DOOR IS OPENED CHIME MODE TO ANNOUNCE VISITORS4-DIGIT KEYPAD CODE ACTIVATES & DEACTIVATES ALARMDELAY FEATURE ALLOWS USER TO ENTER & LEAVE WITHOUT ACTIVATING ALARMEASY TO INSTALLLOW BATTERY LIGHT INDICATORUPC : 043180451170Shipping Dimensions : 9... |
 |
Gunvault GV1000C-DLX Mini Vault Deluxe Gun Safe List Price: $164.95 Sale Price: $89.00 Used From: $95.00 |
|
Gunvault's GV1000C-DLX Mini Vault Deluxe gun safe is constructed of 16-gauge steel on the outside, while soft foam on the inside protects valuables. It has a reliable high-strength lock mechanism and precise fittings that are virtually impossible to pry open with hand tools... |
 |
Streamlight 69110 TLR-1 C4 LED Rail Mounted Weapon Flashlight, Black List Price: $193.95 Sale Price: Too low to display Used From: $102.11 |
|
Virtually indestructible, the Streamlight TLR-1 Tactical Light is a lithium-powered light that quickly and securely mounts to your handgun for use in law enforcement, security, military, or home defense applications... |
 |
Scosche DT1 Radio Removal tools (Euro and DIN) List Price: $4.95 Sale Price: Too low to display |
|
DIN RADIO REMOVAL TOOL WORKS WITH AUDI FORD LINCOLN MERCURY MAZDA MERKUR PORSCHE SAAB STERLING ;& VOLKSWAGENUPC : 033991420113Shipping Dimensions : 5.50in X 3.00in X 1.00inEstimated Shipping Weight : 0... |
 |
Parrot MKi9200 Advanced Color Display Bluetooth Hands-Free Music Kit List Price: $249.99 Sale Price: Too low to display Used From: $150.78 |
|
Amazon.com Product DescriptionThe Parrot MKi9200 Advanced Color Display Bluetooth Hands-Free Car Kit system is a unique range of Bluetooth hands-free car kits which install in every car. It combines the latest communication technologies with a full set of services dedicated to music--A full system dedicated to conversation and music in car... |
 |
Scosche Dt2B Radio Removal Tool (Euro Din) List Price: $4.95 Sale Price: $0.65 |
|
DIN RADIO REMOVAL TOOL WORKS WITH EUROPEAN VEHICLES SUCH AS 1992 & UP MERCEDES 1996 & UP AUDI & 1996 & UP VOLKSWAGENUPC : 033991991712Shipping Dimensions : 3.25in X 2.25in X 0.25inEstimated Shipping Weight : 0... |
 |
MyMathLab: Student Access Kit List Price: $104.00 Sale Price: $69.00 Used From: $68.99 |
|
Synopsis: This access kit will provide you with a code to get into MyMathLab, a personalized interactive learning environment, where you can learn mathematics and statistics at your own pace and measure your progress... |
 |
Intermediate Accounting Sale Price: $150.00 Used From: $130.00 |
|
This is not a hardcover book. This book does not have binding but does have 3 ring holes. Does not include wiley online. 14th edition |
We"ve included some informative information on each page for your enjoyment.
Manage Key Accounts As If They Were Key
The idea behind singling out key accounts is that you will treat them as special, giving them the recognition and treatment they deserve. If the age-old 80/20 rule applies, 20 percent of your customers, or less, generate 80 percent or more of the profits. These customers should be made to feel as though they are really special. Most companies recognize this strategy as being important and create sales plans and organizations to reflect this idea. In my experience, though, many lose sight of the objective of this strategy when they implement tactics to support it.
As an example, one of my clients gave its top 100 customers a special number to call for customer service. The customers were to call this number only when the product had failed, resulting in a serious loss of revenue for that customer. The customer would need assistance immediately. In practice, however, when key account customers called the special number, they were apt to experience a serious delay in service. That is because they needed to be qualified for the special service before they were eligible to receive it. They may have been better off calling the number meant for the masses.
Another client considered too many customers key accounts. What happened was that, internally, each region of the company wanted to define its own key account criteria. No region wanted to be left out of the program. The result was that the number of customers who were put into this group far exceeded the number of customers that the sales staff could reasonably accommodate. The key account sales reps did not have time to treat each customer with the special attention that the customer deserved. The hope was that each special account would be visited at least once a month, or once a quarter at worst. In fact, many were visited only twice a year or less often.
What does a key account want from sales staff? Some key accounts do not want frequent contact, but most of them do. If its partnership with your company means that a customer is a key account, it is going to have a number of wants and needs that have been expressed frequently in market research. Key accounts want you to:
1. Understand their business. They do not want to have to explain their needs over and over because you have changed sales assignments or do not remember from last time.
2. Know how they make money and how your product or service helps them accomplish that.
3. Ask about their plans. Are they expanding? Are they moving? What are their major problems? In what direction do they see their business or industry going in the future? You need to know in case you can help, even if they do not think the problems apply to your product or service. Find out what their problems are, all of them, and find ways to help.
4. Know about their entire relationship with you. This means knowing not only their order history with you but also any problems in the relationship, even if those problems did not involve the sales activity (such as missing delivery dates or service delays).
One of my clients recently held several conversations with key accounts in this way. What the client discovered was that the key customers were seeing a trend in the industry toward using larger sizes of a product that interfaced with the product of my client. Unless they responded to this trend, my client could lose some business from their key accounts. This knowledge was worth millions of dollars. It enabled my client to develop products to meet the needs of the key accounts and stay ahead of the competition.
Many companies do not treat these types of customers as truly special. Designating them as a key account should be meaningful to you and the customer. If the people your company deals with at the key account do not feel as though they are being treated as important to you, the designation of key account becomes a negative, not a positive, in their mind. I have heard several times in my consulting practice this complaint: "I do not feel as though I am being given the attention that my purchases would indicate I deserve. I am not being treated as a special customer should be treated."
Make sure that your best customers do not feel that way. You may want to ask them what being a key account means to them and how they would want to be treated. Some of the answers may surprise you. This type of research is invaluable. It may be done fairly easily if your C-level sales executive is sincere about making these customers feel like the select few. Ask the right open-ended questions about what being a key account should mean. Describe how the relationship should work and your reasons for designating them as key accounts. Find out their thoughts on how to grow the partnership, so both companies profit.
The bottom line: Do not lose sight of your overall objective to make the key account feel special as you implement the tactics of that strategy.
About the Author
Chris Stiehl is an author (co-author of the soon to be released Pain Killer Marketing), teacher and consultant. He has 35 years of experience working in Fortune 500 companies to improve customer satisfaction and performance. Find out more at http://www.stiehlworks.com.
Thanks for visiting!
