• About us
• Services
• Trainers
• References

Books

The Successful Shaping of Key Accounts

"Introduction

People don't always know what they want to buy although they do know that they must buy something. [...], all the study books about sales and account management assume that the customer holds certain criteria or a need to buy and that one has to understand or investigate that customer. This kept me thinking for several years now. Therefore I have decided to write a book about it [...].

This book describes what account planning implies, how one creates value to customers and what an account plan should largely consist of. It contains the important dimensions from an obvious do-point of view. I consider the account plan to be an organic document on which the members of an account team should constantly work, so they obligate themselves to be actively involved with the customer, on a strategic as well as on a tactical and operational level."

Interested in reading more about successful shaping of key accounts? You can order the book The Succesful Shaping of Key Accounts by prof. Willem Verbeke directly on line.