Basics of Key Account Selling - Lifetime Customer Value
Please enjoy this two minute free preview of this course.
Title
Basics of Key Account Selling - Lifetime Customer Value
Length
7:57
Description
Transactional selling is about buyers. Key account selling focuses on creating clients, i.e., building a long-term relationship that delivers benefits for you and your customers over time. You must understand these relationship benefits, called “lifetime customer value” (LCV), in order to make strategic and tactical selling decisions. This program gives examples of how to calculate LCV to help you to compute LCV for your prospects.
