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Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers /

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Dettagli Bibliografici
Autori principali: Le Bon, Jo�el (College teacher) (Autore), Herman, Carl A. (Autore)
Natura: Elettronico eBook
Lingua:inglese
Pubblicazione: New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2015.
Edizione:First edition.
Serie:Selling and sales force management collection.
Soggetti:
Selling > Key accounts.
Marketing > Key accounts.
Customer services.
Key account management
key account managers
large customers
complex sales
selling center
buying center
buyer-seller relationships
sales management and leadership
value co-creation
collaborative CRM
sales technology
Accesso online:An electronic book accessible through the World Wide Web; click to view
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Sommario:
  • 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.

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