Key account management : : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joel Le Bon, Carl A. Herman.
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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Superior document: | Selling and sales force management collection, |
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TeilnehmendeR: | |
Place / Publishing House: | New York, New York (222 East 46th Street, New York, NY 10017) : : Business Expert Press,, 2015. |
Year of Publication: | 2015 |
Edition: | First edition. |
Language: | English |
Series: | Selling and sales force management collection.
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Online Access: | |
Physical Description: | 1 online resource (xvii, 154 pages) |
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Summary: | 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. |
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Bibliography: | Includes bibliographical references (pages 147-149) and index. |
ISBN: | 9781631571749 9781631571756 |
ISSN: | 2163-9582 |
Access: | Access restricted to authorized users and institutions. |
Hierarchical level: | Monograph |
Statement of Responsibility: | Joel Le Bon, Carl A. Herman. |