Corporate Account Sales

Taken from:

By Frédéric Vendeuvre and Thierry Houver

Given the complexity and extreme competitiveness of corporate accounts sales, the actions, good intentions, and traditional techniques of sales teams are not always sufficient. Choosing corporate clients, defining a relevant strategic approach, developing and practicing wise lobbying, negotiating profitable agreements with buyers - these are just some of the key issues not only for corporate account sales reps but also for company management as a whole.

The authors list and provide examples of the best practices for corporate account sales as concrete material to help the reader:

• Defining an 18-24 month strategy
• Establishing a "conquest" plan of action
• Negotiating and closing the deal
• Securing client loyalty

Corporate account sales reps seeking tools and methods to improve their performance will be able to use this book as a daily guide. Managers and directors will find an invaluable tool to implement

View extracts from this publication on-line:

• Negotiating framework agreements

• Prospecting buyers
• The indirect approach through top management
• Solution gap meetings
• How to decline a written business proposal
• Questions you must put to yourself before you "defend your proposal"