Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / Joël Le Bon, Carl A. Herman.

Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / Joël Le Bon, Carl A. Herman.

First edition.

9781631571749 paperback
9781631571756 (electronic bk.)

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

English

1 online resource (xvii, 154 pages)

HF5438.8.K48 L435 2015

658.804

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.

Includes bibliographical references (pages 147-149) and index.

Access limited to authorized users.

Title from PDF title page (viewed on May 22, 2015).

Selling and sales force management collection. 2163-9582

Print version: 9781631571749

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