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

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Detalhes bibliográficos
Principais autores: Le Bon, Jo�el (College teacher) (Autor), Herman, Carl A. (Autor)
Formato: Recurso Eletrônico livro eletrônico
Idioma:inglês
Publicado em: New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2015.
Edição:First edition.
coleção:Selling and sales force management collection.
Assuntos:
Acesso em linha:An electronic book accessible through the World Wide Web; click to view
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Sumário:
  • 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.