Le Bon Joel, Herman Carl Key Account Management: Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers 9781631571749

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Автор: Le Bon Joel, Herman Carl
Название: Key Account Management: Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers
ISBN: 9781631571749
Издательство: Mare Nostrum (Eurospan)
Классификация:

Торговля и маркетинг

ISBN-10: 1631571745
Обложка/Формат: Paperback
Страницы: 180
Вес: 0.25 кг.
Дата издания: 07.05.2015
Язык: English
Размер: 22.86 x 15.24 x 0.97 cm
Подзаголовок: Strategies to leverage information, technology, and relationships to deliver value to large customers
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Поставляется из: Англии
Описание: 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 or-ganizations 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.By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guidelines for executives and sales leaders, this book can serve as an instruction manual and toolbox for organizations working to achieve success through their key account strategies to meet the demand of their key customers.
Дополнительное описание: Sales and marketing|Sales and marketing management

Key Account Management: Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers, Le Bon Joel, Herman Carl