Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / Joël Le Bon, Carl A. Herman.
2015
HF5438.8.K48 L435 2015
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Details
Title
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / Joël Le Bon, Carl A. Herman.
Edition
First edition.
ISBN
9781631571749 paperback
9781631571756 (electronic bk.)
9781631571756 (electronic bk.)
Published
New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2015.
Language
English
Description
1 online resource (xvii, 154 pages)
Call Number
HF5438.8.K48 L435 2015
Dewey Decimal Classification
658.804
Summary
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.
Bibliography, etc. Note
Includes bibliographical references (pages 147-149) and index.
Access Note
Access limited to authorized users.
Source of Description
Title from PDF title page (viewed on May 22, 2015).
Added Author
Herman, Carl A., author.
Series
Selling and sales force management collection. 2163-9582
Available in Other Form
Print version: 9781631571749
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Online Access
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Table of Contents
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.
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.