Category Archives: key accounts

The Role of The Account Manager

Is there a difference between being a salesperson and being an account manager? We think so. Account managers: Must be multi-skilled salespeople Should strive for continuous improvement. Need to know as much about the customer’s business as they do. Be aware of external issues affecting themselves and their customers. Project themselves as influential leaders with… Read More »

Relationship Building Behaviours

Effective account development relies on the account manager having excellent relationship building skills. A survey of companies found that the following are the most important relationship building skills they expect from supplier account managers: Utilising Basic Selling Skills Building Strategic Plans Engaging in Self-Appraisal Establishing a Vision Consultative Problem Solving Orchestrating Resources Understanding Financial Impact… Read More »