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000841702 020__ $$z9781631571749$$qpaperback
000841702 020__ $$a9781631571756$$q(electronic bk.)
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000841702 035__ $$a(OCoLC)909143170
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000841702 050_4 $$aHF5438.8.K48$$bL435 2015
000841702 0820_ $$a658.804$$223
000841702 1001_ $$aLe Bon, Joël$$c(College teacher),$$eauthor.
000841702 24510 $$aKey account management :$$bstrategies to leverage information, technology, and relationships to deliver value to large customers /$$cJoël Le Bon, Carl A. Herman.
000841702 250__ $$aFirst edition.
000841702 264_1 $$aNew York, New York (222 East 46th Street, New York, NY 10017) :$$bBusiness Expert Press,$$c2015.
000841702 300__ $$a1 online resource (xvii, 154 pages)
000841702 336__ $$atext$$2rdacontent
000841702 337__ $$acomputer$$2rdamedia
000841702 338__ $$aonline resource$$2rdacarrier
000841702 4901_ $$aSelling and sales force management collection,$$x2163-9582
000841702 504__ $$aIncludes bibliographical references (pages 147-149) and index.
000841702 5050_ $$a1. 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.
000841702 506__ $$aAccess limited to authorized users.
000841702 5203_ $$aNow 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.
000841702 588__ $$aTitle from PDF title page (viewed on May 22, 2015).
000841702 650_0 $$aSelling$$xKey accounts.
000841702 650_0 $$aMarketing$$xKey accounts.
000841702 650_0 $$aCustomer services.
000841702 653__ $$aKey account management
000841702 653__ $$akey account managers
000841702 653__ $$alarge customers
000841702 653__ $$acomplex sales
000841702 653__ $$aselling center
000841702 653__ $$abuying center
000841702 653__ $$abuyer-seller relationships
000841702 653__ $$asales management and leadership
000841702 653__ $$avalue co-creation
000841702 653__ $$acollaborative CRM
000841702 653__ $$asales technology
000841702 655_0 $$aElectronic books
000841702 7001_ $$aHerman, Carl A.,$$eauthor.
000841702 77608 $$iPrint version:$$z9781631571749
000841702 830_0 $$aSelling and sales force management collection.$$x2163-9582
000841702 852__ $$bebk
000841702 85640 $$3ProQuest Ebook Central Academic Complete $$uhttps://univsouthin.idm.oclc.org/login?url=https://ebookcentral.proquest.com/lib/usiricelib-ebooks/detail.action?docID=2046041$$zOnline Access
000841702 909CO $$ooai:library.usi.edu:841702$$pGLOBAL_SET
000841702 980__ $$aBIB
000841702 980__ $$aEBOOK
000841702 982__ $$aEbook
000841702 983__ $$aOnline