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.
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| Edition: | First edition. |
| Series: | Selling and sales force management collection.
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| Subjects: | |
| Online Access: | An electronic book accessible through the World Wide Web; click to view |
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Table of Contents:
- 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.