The Key Account Manager's Pocketbook

by Roger E. Jones

Packed full of practical advice on how to keep and develop important customers. Covers all the necessary skills, from original presentation and negotiation techniques, through account action plans and development of the relationship.

110 pages, Paperback

First published February 1, 1997

Reviews

[Jan-Maat]

During and immediately after the English civil war there was the Long Parliament, the Rump Parliament and the Bare Bones Parliament. The same is true of all books - there are long books, rump books which are shorter but still have something to chew over, and bare bones books. This is a book from a bare bones series, a series which proves that administering a thorough purge to your pride and producing a very brief book can result in something very useful.

These all cover the basic points and fit into a jacket pocket. They tend to be functional, so for example this volume comes with prompts for drawing up your own Account Development Plans. The author seems to have a curious fondness for the number seven. It pleases me slightly by not using sentences and having bullet points on every short little page that a lot can be put across in a small space. On the downside it's only the format that is reduced and not the price.

The one problem with this book is that a lot of stress is laid upon talking with company that you are dealing with, asking them how you can help them, trying to find out more about them, asking if you are doing the right things, yet it offers no advice about what to do if they find your constant questioning annoying...