Grant Stewart Knihy

Robert Maidens leaves England for Albania, where his paltry savings are transformed into riches and make him a landowning grandee (and would-be hotelier). Charlotte arrives at his farm, having heard him shooting. Then the Serb attack on Kosovo sends violence and fear through the land.

This book provides practical advice to managers to make their sales force the best in the industry. Key features practical tips on managing and doing; winning styles in sales management; how to motivate sales staff; identifying categories of job performance and setting levels of competence; how to set and agree sales targets; recruiting the right candidate; practical ideas in coaching and training; what makes a good manager.

Key Account Management is central to any company's sales and marketing strategy. On average, 20% of customers create almost 80% of overall revenue. This book is a guide to winning and maintaining profitable and trusted relationships with key customers.