Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers /
Now more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make difficult choices to determine how to allocate limited resources, including which custo...
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| Main Authors: | , |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York, New York (222 East 46th Street, New York, NY 10017) :
Business Expert Press,
2015.
|
| Edition: | First edition. |
| Series: | Selling and sales force management collection.
|
| Subjects: | |
| Online Access: | An electronic book accessible through the World Wide Web; click to view |
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|---|---|---|---|
| 001 | ebr11056256 | ||
| 003 | CaPaEBR | ||
| 005 | 20180830115405.0 | ||
| 006 | m eo d | ||
| 007 | cr cn |||m|||a | ||
| 008 | 150522s2015 nyu foab 001 0 eng d | ||
| 020 | |a 9781631571756 |q e-book | ||
| 020 | |z 9781631571749 |q paperback | ||
| 035 | |a (OCoLC)909913461 | ||
| 035 | |a (CaBNVSL)swl00405042 | ||
| 040 | |a CaBNVSL |b eng |e rda |c CaBNVSL |d CaBNVSL | ||
| 050 | 4 | |a HF5438.8.K48 |b L435 2015 | |
| 082 | 0 | 4 | |a 658.804 |2 23 |
| 100 | 1 | |a Le Bon, Jo�el |c (College teacher), |e author. | |
| 245 | 1 | 0 | |a Key account management : |b strategies to leverage information, technology, and relationships to deliver value to large customers / |c Jo�el Le Bon, Carl A. Herman. |
| 250 | |a First edition. | ||
| 264 | 1 | |a New York, New York (222 East 46th Street, New York, NY 10017) : |b Business Expert Press, |c 2015. | |
| 300 | |a 1 online resource (xvii, 154 pages) | ||
| 336 | |a text |2 rdacontent | ||
| 337 | |a computer |2 rdamedia | ||
| 338 | |a online resource |2 rdacarrier | ||
| 490 | 1 | |a Selling and sales force management collection, |x 2163-9582 | |
| 504 | |a Includes bibliographical references (pages 147-149) and index. | ||
| 505 | 0 | |a 1. Key account management, organizational alignment, and the selling center -- 2. Building and delivering value to key accounts -- 3. Leveraging collaborative CRM and technology -- 4. Business customer marketing and key account development -- Conclusion -- Biographies -- References -- Index. | |
| 506 | 1 | |a Access restricted to authorized users and institutions. | |
| 520 | 3 | |a Now more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make difficult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. | |
| 530 | |a Also available in print. | ||
| 538 | |a Mode of access: World Wide Web. | ||
| 538 | |a System requirements: Adobe Acrobat reader. | ||
| 588 | |a Title from PDF title page (viewed on May 22, 2015). | ||
| 650 | 0 | |a Selling |x Key accounts. | |
| 650 | 0 | |a Marketing |x Key accounts. | |
| 650 | 0 | |a Customer services. | |
| 653 | |a Key account management | ||
| 653 | |a key account managers | ||
| 653 | |a large customers | ||
| 653 | |a complex sales | ||
| 653 | |a selling center | ||
| 653 | |a buying center | ||
| 653 | |a buyer-seller relationships | ||
| 653 | |a sales management and leadership | ||
| 653 | |a value co-creation | ||
| 653 | |a collaborative CRM | ||
| 653 | |a sales technology | ||
| 700 | 1 | |a Herman, Carl A., |e author. | |
| 776 | 0 | 8 | |i Print version: |z 9781631571749 |
| 830 | 0 | |a Selling and sales force management collection. |x 2163-9582 | |
| 856 | 4 | 0 | |u http://site.ebrary.com/lib/daystar/Doc?id=11056256 |z An electronic book accessible through the World Wide Web; click to view |
| 999 | |c 198200 |d 198200 | ||