Key account management: strategies to leverage information, technology, and relationships to deliver value to large customers
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
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York, New York (222 East 46th Street, New York, NY 10017)
Business Expert Press
2015
|
| Ausgabe: | First edition |
| Schriftenreihe: | Selling and sales force management collection
|
| Schlagworte: | |
| Online-Zugang: | FHN01 FWS01 FWS02 UBY01 Volltext |
| Zusammenfassung: | 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 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 |
| Beschreibung: | Includes bibliographical references (pages 147-149) and index |
| Beschreibung: | Online-Ressource (xvii, 154 pages) |
| ISBN: | 9781631571756 9781631571749 |
Internformat
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| 520 | |a 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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| discipline | Wirtschaftswissenschaften |
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| id | DE-604.BV045876080 |
| illustrated | Not Illustrated |
| indexdate | 2024-08-01T14:29:09Z |
| institution | BVB |
| isbn | 9781631571756 9781631571749 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-031259298 |
| oclc_num | 909913461 |
| open_access_boolean | |
| owner | DE-863 DE-BY-FWS DE-862 DE-BY-FWS DE-92 DE-706 |
| owner_facet | DE-863 DE-BY-FWS DE-862 DE-BY-FWS DE-92 DE-706 |
| physical | Online-Ressource (xvii, 154 pages) |
| psigel | ZDB-191-BEX |
| publishDate | 2015 |
| publishDateSearch | 2015 |
| publishDateSort | 2015 |
| publisher | Business Expert Press |
| record_format | marc |
| series2 | Selling and sales force management collection |
| spellingShingle | Le Bon, Joël Herman, Carl A. Key account management strategies to leverage information, technology, and relationships to deliver value to large customers Selling / Key accounts Marketing / Key accounts Customer services |
| 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 Joël Le Bon, Carl A. Herman |
| title_fullStr | Key account management strategies to leverage information, technology, and relationships to deliver value to large customers Joël Le Bon, Carl A. Herman |
| title_full_unstemmed | Key account management strategies to leverage information, technology, and relationships to deliver value to large customers Joël Le Bon, Carl A. Herman |
| 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 Marketing / Key accounts Customer services |
| topic_facet | Selling / Key accounts Marketing / Key accounts Customer services |
| url | http://portal.igpublish.com/iglibrary/search/BEPB0000370.html |
| work_keys_str_mv | AT lebonjoel keyaccountmanagementstrategiestoleverageinformationtechnologyandrelationshipstodelivervaluetolargecustomers AT hermancarla keyaccountmanagementstrategiestoleverageinformationtechnologyandrelationshipstodelivervaluetolargecustomers |