GANIZATION TOWHOM YOU HAVE ALREADY SOLD REPRESENT YOUR EXISTING MARKETSWHILE AREAS THAT YOU HAVE NOT YET PENETRATED ARE NEW MARKETS2EMEMBER SOME BASIC MARKETING RULES CONCERNING MARKET SHAREIF YOUR SHARE OF THE OVERALL MARKET IS INCREASING YOUR ACCOUNT ISLIKELY TO CONTINUE GROWING IF IT IS DECLINING YOU RUN THE RISK THAT ITWILL TAKE A SERIES OF SUDDEN DROPS 7ORK OUT YOUR APPROXIMATEMARKET SHARE AND CHECK THE TREND
 !SK YOUR CUSTOMER OR WORK OUT AS ACCURATELY AS YOU CAN THEANNUAL TOTAL ORGANIZATION WIDE BUDGET FOR YOUR TYPES OFPRODUCTS AND SERVICES #ALCULATE YOUR SHARE AS A PERCENTAGE OF THE TOTAL BUDGET )F POSSIBLE DRAW A GRAPH OF THE TREND OVER THE LAST THREE YEARS
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7RITE 9OUR +EY !CCOUNT 0LAN$RIVE THE +EY !CCOUNT 0LAN FROM THE CUSTOMERS POINTOF VIEW BY CONSIDERING HIS OR HER STRATEGY AND CURRENTSITUATION 4HIS APPROACH SHOULD HELP YOU TO SELL THEMOST PROlTABLE MIX OF PRODUCTS AND SERVICES
!GREE ON THE #USTOMER 3TRATEGY3TART YOUR ACCOUNT PLAN BY IDENTIFYING YOUR CUSTOMERS MAINAIMS 4HIS MAY ALREADY APPEAR AS THE ORGANIZATIONS MISSIONSTATEMENT ON ITS WEBSITE OR IN OTHER PUBLISHED REPORTS!SK YOURSELF h7HAT IS THE CUSTOMERS PURPOSEv )F FOREXAMPLE THE CUSTOMER IS A FROZEN FOOD SUPPLIER THEMISSION STATEMENT MIGHT READs h4O ACHIEVE A MARKET SHARE OF  PERCENT OF THEREGIONAL MARKET FOR FROZEN DESSERTS WITHIN lVE YEARSBY INTERNAL GROWTH AND ACQUISITIONv)N A LARGE ORGANIZATION YOUR CUSTOMER MAY HAVE A NUMBEROF DIVISIONS THAT HAVE LITTLE IN COMMON )N SUCH A CASECONSIDER PRODUCING ACCOUNT PLANS FOR EACH DIVISION)F YOU CANNOT lND THE MISSION IN THE ORGANIZATIONgSPUBLISHED MATERIAL TRY SPEAKING TO SENIOR MANAGERS ANDGETTING THEM TO TALK ABOUT THEIR MISSION ASPIRATIONSSTRENGTHS AND WEAKNESSES IN ACHIEVING THOSE GOALS9OU SHOULD BE ABLE TO GLEAN USEFUL INFORMATION
%FFECTIVE 7AYS TO 0LAN +EY !CCOUNTS()'( )-0!#4
!SKING THE CUSTOMER TO JOIN THEPLANNING MEETING AND CONTRIBUTETO THE 37/4 ANALYSISL #HECKING A NEWSPAPER ARCHIVEFOR ARTICLES ABOUT YOUR CUSTOMERTO ADD TO YOUR 37/4 ANALYSISL #HECKING THE ACCURACY OF YOURCOMPLETED 37/4 WITH A SENIORMEMBER OF THE ORGANIZATIONL
.%'!4)6% )-0!#4
-AKING ASSUMPTIONS ON THECUSTOMERS POSITION WITHOUTREAL EVIDENCEL 2ELYING ON THE VIEWS OF PEOPLEWHO HAVE NOT HAD RECENTEXPERIENCE OF THE ACCOUNTL +EEPING YOUR ANALYSIS TO YOURSELFON THE GROUNDS THAT IT IShCONlDENTIALvL
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4)0 +EEP THE LANGUAGE USED IN THE 37/4 ANALYSISSIMPLE CLEAR AND CONCISE
#ONSIDER 3TRENGTHS AND 7EAKNESSES4O ENSURE THAT YOUR PLAN IS DRIVEN BY THE CUSTOMERSREQUIREMENTS START YOUR KEY ACCOUNT PLAN BY PERFORMINGAN ENVIRONMENTAL ANALYSIS 4O FOCUS ON THE KEY AREAS USETHE 37/4 ANALYSIS TECHNIQUE !SK YOURSELF WHAT THECUSTOMERS STRENGTHS WEAKNESSES OPPORTUNITIES ANDTHREATS ARE IN TERMS OF ACHIEVING ITS MISSION STATEMENTs 3TRENGTHSFACTS OR EVENTS THAT ARE LIKELY TO ASSIST YOURKEY CUSTOMER IN ACHIEVING ITS MISSIONs 7EAKNESSESFACTS OR3TART THE 0LANNING 0ROCESSEVENTS THAT ARE LIKELY TOHINDER THE CUSTOMER FROMACHIEVING ITS MISSION)DENTIFY THE CUSTOMERS MISSIONs /PPORTUNITIESTHINGS THEAND GOALSCUSTOMER COULD DO TOIMPROVE ITS ABILITY TOACHIEVE ITS MISSIONs 4HREATSPOTENTIALDISRUPTIONS TO THE#HECK THESE WITH A SENIOR MANAGERCUSTOMERS ABILITY TOIN THE CUSTOMERS ORGANIZATIONACHIEVE ITS MISSION ANDTHE EVENTUAL OUTCOME OFFAILING TO ADDRESS AKNOWN WEAKNESS)NVITE ACCOUNT STAKEHOLDERS#ARRY OUT A CUSTOMER 37/4TO A TEAM MEETING 7RITEANALYSISTHE 37/4 ANALYSIS ON SLIDESOR mIPCHARTS AND LIST ANYAREAS OF INSUFlCIENTKNOWLEDGE THAT YOU0RESENT THE 37/4 ANALYSIS TO AUNCOVER ON A mIPCHART TITLEDSENIOR MEMBER OF THE CUSTOMERSh7E DO NOT KNOWv 0LANORGANIZATION AND CORRECT ANYACTIONS TO lND THEINACCURACIESINFORMATION YOU LACK
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!GREE ON 9OUR !IMS"EGIN THE PLANNING PROCESS BY PRODUCING A SHORT STATEMENTOF YOUR AIMS OR PURPOSE FOR YOUR KEY ACCOUNT +EEP ITBROAD AT THIS STAGE YOU WILL PRODUCE DETAILED OBJECTIVESLATER ON IN THE PLANNING PROCESS %XAMPLES INCLUDEs 4O MAINTAIN OUR CURRENT LEVEL OF BUSINESS IN DIVISIONSWHERE WE ALREADY DO BUSINESS AND TO BREAK INTO ONENEW DIVISION IN THE NEXT SIX MONTHSs 4O BECOME THE DOMINANT SUPPLIER TO THIS CUSTOMERMEASURED BY MARKET SHAREs 4O BECOME THE NATURAL PARTNER PROVIDING TRAININGCOURSES IN EVERY DIVISION IN THE CUSTOMERS ORGANIZATION4HE lRST TWO EXAMPLES ARE CLEAR AND CONCRETE 4HEY AVOIDQUALITATIVE WORDS LIKE hBE THE"UILDING RELATIONSHIPS 9OU DONTBESTv OR hHIGHEST QUALITYvALWAYS NEED TO MEET YOUR KEY ACCOUNTAND WILL LEAD TO A PLAN THAT ISCONTACTS IN THE OFlCE 4O BUILD MOREFOCUSED ON ACTIONS 4HE THIRD INFORMAL RELATIONSHIPS CONSIDER TAKING YOUREXAMPLE INCLUDES THE PHRASE CONTACTS OUT TO A RESTAURANT OR COFFEE SHOP
 - ! . !' % 9/ 5 2 + % 9 !##/ 5 . 4 3
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hNATURAL PARTNERv A DElNITION OF THIS MUST BE AGREED UPONBEFORE CONTINUING TO ENSURE THAT THE PLAN IS CONCRETE ANDACTION ORIENTED RATHER THAN ABSTRACT AND DEBATE ORIENTED
5NDERSTAND 9OUR #URRENT 0OSITION5SE 37/4 ANALYSIS TO EXAMINE YOUR CURRENT POSITION IN THEACCOUNT "E HONEST PARTICULARLY WITH YOUR STATEMENTSABOUT WEAKNESSES &OREXAMPLE IF TEAM MEMBERS#ONTINUE THE 0LANNING0ROCESSLACK SKILLS IN AREAS THAT AREKEY TO ACHIEVING YOUR AIMSDOCUMENT IT SO THAT YOU CAN)DENTIFY YOUR AIM OR PURPOSEAGREE ON ACTIONS TO lLL THOSEIN REGARD TO THE ACCOUNTSKILLS GAPS LATER 7HEN YOUHAVE COMPLETED THE lRSTDRAFT EXAMINE THE LISTRELATING TO OPPORTUNITIES ASWELL AS HIGHLIGHTING AREAS!GREE ON THESE WITH YOUR TEAMFOR MAKING SALES IT WILL ALSOBY CHECKING DETAILS WITHTHE APPROPRIATE PEOPLEINCLUDE ACTIONS YOU COULDTAKE TO ELIMINATE WEAKNESSES4RY TO lND AN OPPORTUNITYTO ASSIST THE CUSTOMER INELIMINATING WEAKNESSES IN#ARRY OUT A 37/4 ANALYSIS TOEXAMINE YOUR CURRENT POSITIONAS MANY PLACES AS POSSIBLEIN THE ACCOUNT,OOK FOR A STRONG LINKBETWEEN YOUR OPPORTUNITIESAND THE CUSTOMERSWEAKNESSES OPPORTUNITIES#HECK THAT YOUR OPPORTUNITIESAND THREATS TO MAKE SUREADDRESS THE CUSTOMERSTHAT YOUR ACTION PLAN ISWEAKNESSES OPPORTUNITIESAIMED AT PRODUCINGAND THREATSCUSTOMER BENElTS


4)0 $URING THE PLANNING SESSION MAKE SURE THAT
EVERYONE IN THE ROOM HAS BOTH AN EQUAL VOICE AND ANEQUAL VOTE SO THAT JUNIOR MEMBERS CAN CONTRIBUTE
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!CCOUNT -ANAGEMENT /BJECTIVES)MPROVE YOUR OVERALL POSITION IN THE ACCOUNT BY ASSIGNINGOBJECTIVES TO BOTH YOURSELF AND YOUR TEAM 37/4 ANALYSISWILL GIVE YOU GUIDANCE CONCENTRATE ON THE WEAKEST AREAS9OU WILL ALMOST CERTAINLY NEED AT LEAST THREE OBJECTIVES IN EVERY ONEOF THE AREAS LISTED IN THE CHART BELOW )N THIS EXAMPLE THE #RITICAL3UCCESS &ACTORS OF PROFESSIONAL ACCOUNT MANAGEMENT ARE EACHALLIED TO AN APPROPRIATE SAMPLE OBJECTIVE
7RITING !CCOUNT -ANAGEMENT /BJECTIVES#2)4)#!, &!#4/2
0/33)",% /"*%#4)6%
,EVEL OF CONTACT
4O MEET WITH EACH DEPARTMENTAL MANAGER TODISCUSS STRENGTHS WEAKNESSES ANDOPPORTUNITIES WITHIN THREE MONTHS
#USTOMER SATISFACTION
4O OVERCOME THE COLOR MATCHING PROBLEM BYAGREEING ON A STANDARD COLOR WITH THE PAINTSHOP WITHIN ONE MONTH
!CCOUNT PLANNING
4O RECONVENE AS A TEAM TO REVIEW THE ACCOUNTPLAN AFTER THE VISITS TO DEPARTMENTAL MANAGERSWITHIN FOUR MONTHS
#OMPETITIVE POSITION
4O IMPROVE COMPETITIVE POSITION WITHIN THEACCOUNT BY HOLDING A JOINT PLANNING SESSION WITHAT LEAST THREE DEPARTMENTS WITHIN NINE MONTHS
3TRATEGIC CUSTOMER AREAS
4O RECEIVE AN ORDER OF MORE THAN   FROMONE OF THE KEY AREAS OF &ITNESS %QUIPMENT OR+ITCHEN %QUIPMENT WITHIN  MONTHS
+EY CUSTOMER STRATEGIES
4O IMPROVE OUR KNOWLEDGE OF THE ACCOUNTSSTRATEGY BY MEETING WITH THE GROUP MANAGINGDIRECTOR TO DISCUSS THE JOINT PLANS PRODUCED WITHDEPARTMENTAL MANAGERS WITHIN  MONTHS
0IPELINE
4O DISCOVER NEW PROSPECTS TO THE VALUE OF  WITHIN THE NEXT THREE MONTHS
-ARKET SHARE
4O REVERSE CURRENT NEGATIVE TREND BY REPLACINGA COMPETITOR IN &ITNESS %QUIPMENT OR +ITCHEN%QUIPMENT WITHIN THE NEXT  MONTHS
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4)0 7ORK OUT A DETAILED ESTIMATE OF EXACTLY WHAT
RESOURCE YOU WOULD NEED TO ACHIEVE THE TARGET THENSTATE THE CONSEQUENCES OF FAILING TO MEET THE OBJECTIVE
7RITE 9OUR !CTION AND 2ESOURCE 0LANS,IST THE ACTIONS NEEDED TO ACHIEVE THE NEXT  MONTHSOBJECTIVES 4HEY WILL BE CLEAR IN THE SHORT TERM ANDESTIMATED FOR THE LONGER TERM -AKE ONE PERSON RESPONSIBLEFOR EACH ACTION AND AGREE ON A lRM DATE BY WHICH THEY WILLHAVE COMPLETED THE TASK 5SING THE ACTION PLAN GENERATEA LIST OF THE RESOURCES IN PEOPLE MONEY AND MATERIALSREQUIRED TO COMPLETE THE PLAN 2EMEMBER THAT YOU WILLHAVE TO PERSUADE THE MANAGERS WHO CONTROL THE BUDGETSAND RESOURCES YOU NEED SO PLAN YOUR APPROACH 9OU WILLOBVIOUSLY EXPLAIN THE BENElTS THAT INCREASING SALES IN THEACCOUNT WILL BRING TO THE ORGANIZATION BUT ALSO EXPLAINTHE BENElTS TO MANAGERS AND THEIR TEAMS &OR EXAMPLEWILL THEIR PEOPLE LEARN NEW SKILLS IF THEY GET INVOLVED INIMPLEMENTING YOUR PLAN )F YOU MAKE YOUR ACCOUNT ANATTRACTIVE PLACE TO WORK YOU WILL IMPROVE YOUR CHANCES OFBEING ALLOCATED THE RESOURCES YOU NEED

THINK
113_ED248_US 113 113113_ED248_CMYK_
3-!24(ELPING CUSTOMERS THROUGH A PROBLEM IS A USEFULCHANCE TO BUILD GOOD PARTNERSHIPSTHINK OF THEIRPROBLEMS AS YOUR OPPORTUNITIES%VEN IF THE PROBLEM HAS NOTHING TO DO WITH YOUR PRODUCTS ORSERVICES DONT ASSUME IT IS NOT YOUR CONCERN )MAGINE FOREXAMPLE THAT YOUR CUSTOMER HAS BEEN UNABLE TO RETAIN STAFF4O HELP ELIMINATE THIS WEAKNESS INTRODUCE YOUR CUSTOMERTO A STAFF RETENTION EXPERT IN YOUR (UMAN 2ESOURCES TEAM4HE MEETING MAY NOT PRODUCE A SALE BUT IT IS A VALUABLEINVESTMENT IN THE FUTURE IT WILL BUILD GOOD WILL AND EMPHASIZETHE PARTNERSHIP NATURE OF YOUR RELATIONSHIP WITH THE CUSTOMER
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3UMMARY7RITING 9OUR!CCOUNT 0LAN! KEY ACCOUNT PLAN WILLHELP YOU IDENTIFY THE MOSTPROlTABLE MIX OF PRODUCTSAND SERVICES TO SELL TOCUSTOMERS SO THAT YOUCAN HELP THEM ACHIEVETHEIR PRINCIPAL AIMS ANDOBJECTIVES #ONSIDER EACHCUSTOMERS STRATEGY ANDCURRENT SITUATION SO YOU CANDRIVE THE PLAN ACCORDINGLY4HE BASIS OF THE ACCOUNTPLAN IS THE 37/4 ANALYSISA SUMMARY OF STRENGTHSWEAKNESSES OPPORTUNITIESAND THREATS IN RELATION TOYOUR CUSTOMER AND YOURSELF4HINKING ABOUT THE ACCOUNTIN TERMS OF THESE FOUR KEYAREAS SHOULD GIVE YOU AMORE REALISTIC IDEA OF THEACTIONS AND RESOURCES YOUWILL NEED TO ACHIEVE YOUROBJECTIVES AND HELP YOURCUSTOMERS TO ACHIEVE THEIRS
0LAN OF !CTION

!NALYZE THE +EY !CCOUNT(AVE YOU IDENTIlEDTHE CUSTOMERS MISSIONAND GOALS
9%3
./#HECK THE MISSIONSTATEMENT USING THEORGANIZATIONS WEBSITE ORPUBLISHED REPORTS
 3ET 9OUR 'OALS)DENTIFY YOUR AIMS ORPURPOSE WITH REGARDTO THE ACCOUNT
 0LAN 9OUR !CTIONS,IST THE ACTIONS YOUNEED TO TAKE TO ACHIEVEYOUR OBJECTIVES
 0LAN 9OUR 2ESOURCES7RITE A LIST OF PEOPLEMONEY AND MATERIALS YOUNEED TO COMPLETE THE PLAN
 - ! . !' % 9/ 5 2 + % 9 !##/ 5 . 4 3
114_ED248_US 114I[bb_d]IIff''*#''+X$_dZZ''*
13/7/06 4:07:55 pm'&%*%&,+0(&0&,fc
OUNT9%3
)S THE CUSTOMERSORGANIZATION LARGE OR WITHMANY DIVISIONS
./
0ERFORM A 37/4 ANALYSIS TOIDENTIFY CUSTOMER STRENGTHSAND WEAKNESSES
9%3#ONSIDER PRODUCINGAN !CCOUNT 0LAN FOREACH DIVISION
#HECK AND AGREE ONTHIS ANALYSIS WITHTHE CUSTOMER
!GREE ON THESE GOALSWITH YOUR TEAM
0ERFORM A 37/4 ANALYSIS TOEXAMINE YOUR POSITIONWITH RELATION TO ACCOUNT
-AKE ONE PERSONRESPONSIBLE FOR EACHACTION
!GREE ON A lRM DATEBY WHICH THEY MUSTCOMPLETE THE TASK
4ALK TO THE PEOPLE INCONTROL OF THESE BUDGETSAND RESOURCES TO GETTHEIR SUPPORT
2EVIEW THE +EY !CCOUNT0LAN 2EGULARLY
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13/7/06 4:07:55 pm'&%*%&,+0(&0'+fc
#OMPLETE THE +EY !CCOUNT 0LAN&INISH THE LOGICAL PLANNING PROCESS BY RELATING YOUR KEYACCOUNT PLAN TO ANYONE WHO NEEDS TO KNOW ALL OR PARTOF ITS CONTENTS !LSO CONSIDER BRINGING IN CUSTOMERPERSONNEL TO HELP BUILD OR REVIEW THE PLAN
#OMMUNICATE THE 0LAN9OU WILL HAVE TO IMPART YOUR PLAN IN SOME FORM TO ALL THESTAKEHOLDERS IN THE ACCOUNT ! COPY OF THE ENTIRE PLANSHOULD GO TO THE SALES TEAM IF YOU HAVE ONE AND YOURMANAGER TO ENSURE HIS OR HER COMMITMENT IN HELPING YOUACHIEVE YOUR ACCOUNT OBJECTIVES !N EXECUTIVE SUMMARYCOMPRISING TWO OR THREE PAGES IS MORE APPROPRIATE FOROTHERS SUCH AS SENIOR MANAGEMENT 0RESENTATIONS MUST BEMADE TO KEY PEOPLE SUCH AS THE MANAGERS OF THE RESOURCESYOU REQUIRE TO MAKE THE PLAN VIABLE CONCENTRATE ON THEBENElTS TO THE ORGANIZATION OF ACHIEVING THE PLANS
4IMETABLE FOR REVIEWING&REQUENCY$AILY! FEW MINUTES7EEKLYLESS THAN HOUR-ONTHLYn HOURS1UARTERLYn HOURS(ALF YEARLY DAY!NNUALLYn DAYS
THE PLAN
!CTIVITYAND UPDATES ACTIONS%ACH STAKEHOLDER REVIEWSIBLEONSRESPAREFOR WHICH THEYTHEIR ACTIONS AND PROGRESS%ACH STAKEHOLDER REVIEWSREPORTS PROGRESS ANDANDESCTIVOBJETOWARD THEUNT MANAGERACCOTHEPOTENTIAL CHANGES TOESONE OR MORE OF THE OBJECTIV!CCOUNT MANAGER REVIEWSEHOLDERSSTAKIATEROPRAPPTHEAND ACTION PLANS WITHTOPROGRESS ON THE ACCOUNT!CCOUNT MANAGER PRESENTSOBJECTIVESTHEIEVEACHTOWAYONHIS MANAGER FOCUSINGWITHIN THE TIME SCALEEW THETHE TEAM TOGETHER TO REVI!CCOUNT MANAGER BRINGSANALYSES437/RPLIESUPTHEATINGWHOLE PLAN INCLUDING UPDELYERABLY OFF SITE TO COMPLET4HE STAKEHOLDERS MEET PREFROMECUSTTHELVEINVOWILLREDRAFT THE PLAN )DEALLY THIS
4IMETABLE FOR REVIEW 2EVIEW YOUR PLAN REGULARLY TO KEEP IT UP TO DATE 7ORK OUT ATIMETABLE SUCH AS THE EXAMPLE ABOVE THAT SUITS THE COMPLEXITY OF THE PLAN
 " 5 ) , $ 9/ 5 2 + % 9 !##/ 5 . 4 3
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t
4%#(.)15%3TO PRACTICE
+EEPING PLANNINGANDOTHERMEETINGS TO A STRICTTIMETABLE IS A USEFUL SKILLTHAT SAVES AN ENORMOUSAMOUNT OF TIME WASTING2EMEMBER THAT CREATING A PLANIS ONLY THE START 4HE BULK OF THEWORK IS ALL STILL AHEAD OF YOU7ITH THIS IN MIND MAKE SURETHAT YOU DO NOT SPEND MORE TIMEIN PLANNING MEETINGS THAN ISSTRICTLY NECESSARY 0RACTICE THIS INEVERY MEETING YOU ATTEND
s !GREE ON A lNISH TIME BEFOREOR AT THE START OF THE MEETINGs )F THE AGENDA IS INCOMPLETEASSIGN INDIVIDUALS TO COMPLETETHE PROCESS INDIVIDUALLY OR INSMALL GROUPSs !T THE START OF EACH MEETINGBRIEmY REVIEW WHAT HAS BEENDONE SINCE THE LAST ONEs .EVER LET A MEETING OVERRUN )FNECESSARY SCHEDULE ANOTHERAPPOINTMENT RIGHT AFTER IT TOENSURE THAT YOU lNISH ON TIME
OBJECTIVES NAMELY INCREASED SALES AND TO THE STAFFANINTERESTING REWARDING JOB WITH CAREER DEVELOPMENTOPPORTUNITIES THROUGH TRAINING AND EXPERIENCE
'ET THE #USTOMER )NVOLVED4HE KEY ELEMENT OF A TRUE PARTNERSHIP BETWEEN A KEYSUPPLIER AND KEY CUSTOMER IS INVOLVEMENT IN EACH OTHERSPLANNING )T IS THEREFORE IMPORTANT THAT YOU MAKE THIS YOURULTIMATE AIM "EGIN BY INVITING MEMBERS OF THE CUSTOMERSORGANIZATION TO THE STARTING POINT OF YOUR +EY !CCOUNT0LANTHE #USTOMERS MISSION AND PURPOSE AND THEANALYSIS OF THE CUSTOMERS ENVIRONMENT OR 37/4 ANALYSIS)F YOU ARE WORKING TOGETHER IN A CULTURE OF TOTAL TRUSTCONSIDER INVITING THEM TO STAY WHILE YOU DO YOUR OWNENVIRONMENTAL ANALYSIS /NCE YOU HAVE COMPLETED THEPLAN MAKE A PRESENTATION IN WHICH YOU SHARE AS MUCH OFYOUR PLAN WITH THEM AS YOU THINK IS COMMERCIALLY SENSIBLE9OU SHOULD ALSO WORK HARD ON ENCOURAGING THE CUSTOMERTO RECIPROCATEYOUR GOAL IS TO BE INVITED TO JOIN THEM FORSOME OF THEIR PLANNING MEETINGS
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)NDEX!CCOUNT $EVELOPMENT 0LAN nACCOUNT MANAGEMENTOBJECTIVES nPROCESS nACTION PLAN  ADDRESS BOOK ADVERTISING AFTER SALES SERVICE    AGENDA AGREEING ON APPEARANCE PERSONAL  BASIS OF DECISION    ESTABLISHING AND SALES PLAN BENEFITS CUSTOMER n  BODY LANGUAGE   BREAKEVEN ANALYSIS BUILDING THE SALE nBUSINESS PRINCIPLES BUSINESS PROCESS BUYING TEAM  CHECK SHEETS  CLOSING THE DEAL HANDLING OBJECTIONS SUMMARY CLOSE  TRIAL CLOSE  COMMUNICATING nCOMPANY PROFILES COMPETITORS  n  COMPLAINTS HANDLING nCONCESSIONS MAKING COND