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Vendre et négocier avec les grands comptes - 2e éd. - Profession key account manager: Profession key account manager
Paperback
Series: Fonctions de L'Entreprise
ISBN13: 9782100575602
Publisher: Dunod
Published: Feb 20 2013
Pages: 224
Weight: 0.72
Height: 0.49 Width: 6.02 Depth: 9.25
Language: French
Une faible part d'entreprises (Renault, Total...) au CA alléchant constitue ce qu'il est aujourd'hui courant d'appeler les grands comptes. Leur place d'exception dans l'économie française leur confère une attractivité et un pouvoir de négociation hors du commun. Ce livre est un véritable guide-outil du commercial grands comptes soucieux d'acquérir une méthodologie adaptée à son activité. Il répond à des questions aussi concrètes que: Comment susciter lintérêt des grands comptes en leur proposant des solutions, plutôt que des produits ? Comment évaluer le potentiel de CA que l'on peut réaliser avec eux ? Comment maîtriser les processus d'achat complexes (enchères inversées...) pour remporter les marchés ?
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