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0 (hodnocen0 x )

EB

ONLINE

First edition

New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2015

1 online resource (xvii, 154 pages)

ISBN 9781631571756 (electronic bk.)

ISBN 9781631571749 paperback

Selling and sales force management collection, ISSN 2163-9582

Print version: ISBN 9781631571749

Includes bibliographical references (pages 147-149) and index

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..

* Key account management * buyer-seller relationships * buying center * collaborative CRM * complex sales * key account managers * large customers * sales management and leadership * sales technology * selling center * value co-creation

001790412

full

(Au-PeEL)EBL2046041

(CaONFJC)MIL783016

(CaPaEBR)ebr11056256

(MiAaPQ)EBC2046041

(OCoLC)909143170