Management of key customers. Effective cooperation, strategic partnership and sales growth. Schiffman S.

How are large customers different from key? What is the right strategy for customer retention?

The author reveals the most common misconceptions about key customers and represents effective methods of work and sales models.

The book consists of four parts. The first is devoted to the classification of customers, negotiating, step -by -step dialogue up to the conclusion of the agreement, the second - the practice of concluding transactions, the third to large clients and building work with them, and the fourth - the establishment of communication and communications with customers, who are now not just customers, but already already Your partners.

to create and maintain relations with customers is the most important task for the company. This can be achieved by fulfilling the main rule of marketing - to speak with clients in the same language.