Manage Globally Sell Locally

In today's global marketplace, companies are moving their sales forces away from a territory focus to a more account-based approach. This new view of account management focuses on the account, not the geographic territory, and requires a transition from servicing local branch offices to servicing accounts worldwide. How does a territory sales representative make the transition to an account manager selling and servicing a single national account, not just the local branch office? Manage Globally, Sell Locally offers salespeople a methodology for selling and servicing a national account and builds upon the account management focus. Manage Globally, Sell Locally addresses the factors that make managing the account relationship different from territory management, and offers tools to help the account manager measure success or position within the account. Ideally suited for organizations with an account-focused sales force selling complex products to global accounts, this unique guide outlines how a team approach can be used to successfully sell at all levels of the customer's organization. Written with a 'how to' approach, this book includes a flow process for quality management of the sales force that ties to the Malcolm Baldrige Quality Award, and reveals how to uncover a customer's business strategy and use that strategy to maintain the account while leveraging new opportunities, address the factors that make managing an account different from managing a territory, build a long-term relationship with the customer and position your company to help the customer achieve success, and uncover the competition's weaknesses and lock them out! Packed with useful information, examples, and illustrations, Manage Globally, Sell Locally offers salespeople the sustained competitive edge they need to achieve and exceed their goals!