While there are multiple approaches to organizing and managing a sales force (Kotler 1999), when a customer account is strategically important for current ~~~ . ~~ . ~~ . ~~ . ~~

• allbusiness.com/marketing-advertising/relationship-marketing/700554-1.html

For salespeople, prospecting new accounts is only one part of the sales process. Effective Key Account Management enables salespeople to drive revenue ~~~ SPIN, which stands for “Situation, Problem, Implication, (and) Needs-Payoff”, is a proven sales training program that empowers salespeople with tools critical to driving sales success. ~~ ProblemOften your clients will not really be aware of all the problems that exist as a result of their situation. ~~ It is most important to ensure that you fully grasp the client’s needs through proper questioning techniques using SPIN as your guide. ~~ Often, the Implication or impact does not even come to a client’s mind. ~~

• moneyinstructor.com/art/acctmanage.asp

It focuses on the perceptions a key account may develop according to the ~~~ Salesperson race and gender and the access and legitimacy paradigm: does ~~~ Until now, indeed, except for a few works (see for example the recent report from McDonald, Millman and Rogers [1996]) the literature on key account management has been focused on the supplier perspective. ~~ This research is based on in-depth interviews with twenty customers. ~~ Then, factors which could explain differences or similarities between these perceptions are identified and discussed. ~~ Publication Name: Journal of Personal Selling & Sales Management Subject: Retail industry ISSN: 0885-3134 Year: 1997 Business-to-business market, Business to business market User Contributions: Comment about this article or add new information about this topic: Salesperson race and gender and the access and legitimacy paradigm: does difference make a difference? Article Abstract: Prominent articles in the popular press suggest that minorities and women are sometimes "shut out of sales" (cf. ~~

• faqs.org/abstracts/Retail-industry/Key-account-management-in-the-business-to-business-field-the-key-accounts-point-of-view.html

Job search for key account salesperson jobs at Jobster. Meet your future employer with Jobster. . ~~ . ~~ . ~~ . ~~

• jobster.com/find/US/jobs/in//for/key+account+salesperson

For senior job descriptions it is useful to break key responsibilities into sections ~~~.. account manager/sales person- typical job description duties ~~~ As an employee you may have or be given the opportunity to take responsibility for your job description. ~~ The process of writing job descriptions is actually quite easy and straight-forward. ~~ Therefore in smaller organisations, job descriptions might necessarily contain a greater number of listed responsibilities, perhaps 15-16. ~~ Job descriptions should refer to the operational manual, or to 'agreed procedures', rather than include the detail of the tasks in the job description. ~~

• businessballs.com/jobdescription.htm

Job search for 65 Key Large Account Salesperson Jobs at indeed.com. one search. all jobs. -Houston, TXengineering. ~~ Take ownership on... ~~ View all First Data Corporation jobs - Greenwood Village jobsSalary Search: Key/Large Acct Salesperson salaries in Greenwood Village, COMore information about First Data CorporationRelated forums:First Data - Greenwood Village, ColoradoPermanent link to this jobAccount ManagerTektivity - Cedar Rapids, IAare involved with the account and you're not afraid... ~~ View all Tektivity jobs - Cedar Rapids jobsSalary Search: Account Manager salaries in Cedar Rapids, IAMore information about TektivityRelated forums:Account Manager - Tektivity - Cedar Rapids, IowaPermanent link to this jobStrategic Account Manager, StaffingMonster.com - Irvine, CA - +2 locationsAccount Manager, Staffing Strategic Account... ~~

• indeed.com/q-Key-Large-Account-Salesperson-jobs.html

by T Mahlamäki - Related articlesof Key Account Salesperson effectiveness, although their model focused on individual abilities only, namely on the manager's strategic and intrapreneurial ~~~ . ~~ . ~~ . ~~ . ~~

• impgroup.org/uploads/papers/7314.pdf

A key account salesperson calling on a superpower~~~ Gifts & Decorative Accessories, Unlocking key accounts: manufacturers and key account reps need to work ~~~ The Nielsen Company's Trade Dimensions, publisher of a wide range of retailer information products, today releases its Key Account Profiles, covering the 40 leading retailers in the "core five" trade classes: grocery, drug, mass merchandiser, convenience and wholesale club. ~~ . ~~ . ~~ . ~~

• encyclopedia.com/doc/1G1-159601456.html