Account Management should be methodical. A process to work through to ensure nothing is missed. The best way to do this is to remember 4 key stages.
The four key stages in account management are:
Recognise – The needs of the business, the customers' requirements and the role of
the account manager
Evaluate – Our current customer base, prospect list, category and planning process
Act – On our plans, the sales process and required resources
Learn – From what we've done, sharpen the axe and move forward
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