Account management, or as I like to call it, relationship management, is the art of selling to support the workings of the customer. With this understanding the account manager must systematically steer each customer to purchase the most profitable products and services. This is truly an art and not a science; thus, the act of account management requites an abstract approach to administration and counsel. Yes, counsel, a word many times absent from the account management job description. It’s a job description that can also be called The Good, The Bad, and The Ugly. In the movie of the same name, three charities represented the three personality types. Many times these types will reveal themselves in the account management relationship.
Apr 07
The Good The Bad And The Ugly Of Selling - The New Relationship Manager
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