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 dif cult choices to determine how to allocate limited resources, including which custom...
Gespeichert in:
| 1. Verfasser: | |
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| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York
Business Expert Press
2015
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| Schlagworte: | |
| Zusammenfassung: | 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 dif cult 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. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide-lines 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 |
| Beschreibung: | Description based on publisher supplied metadata and other sources |
| Beschreibung: | 1 online resource (176 pages) |
| ISBN: | 9781631571756 |
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| indexdate | 2024-07-10T08:07:12Z |
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| spelling | Le Bon, Joel Verfasser aut Key Account Management Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers New York Business Expert Press 2015 © 2015 1 online resource (176 pages) txt rdacontent c rdamedia cr rdacarrier Description based on publisher supplied metadata and other sources 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 dif cult 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. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide-lines 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 Selling--Key accounts Herman, Carl Sonstige oth Erscheint auch als Druck-Ausgabe Le Bon, Joel Key Account Management : Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers New York : Business Expert Press,c2015 9781631571749 |
| spellingShingle | Le Bon, Joel Key Account Management Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers Selling--Key accounts |
| title | Key Account Management Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers |
| title_auth | Key Account Management Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers |
| title_exact_search | Key Account Management Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers |
| title_full | Key Account Management Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers |
| title_fullStr | Key Account Management Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers |
| title_full_unstemmed | Key Account Management Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers |
| title_short | Key Account Management |
| title_sort | key account management strategies to leverage information technology and relationships to deliver value to large customers |
| title_sub | Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers |
| topic | Selling--Key accounts |
| topic_facet | Selling--Key accounts |
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