Key Account Management: Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers - Joel Le Bon - Kirjat - Business Expert Press - 9781631571749 - torstai 7. toukokuuta 2015
Mikäli Kansi ja otsikko eivät täsmää, on otsikko oikein

Key Account Management: Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers

Joel Le Bon

Hinta
R$ 156,09

Tilattu etävarastosta

Arvioitu toimitus to - ma 19. - 30. kesä
Lisää iMusic-toivelistallesi
Eller

Key Account Management: Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers

Addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts, while also delivering value to both customer and supplier. Through the introduction of the selling centre concept, the text offers sound, experiential solutions to better managing the buying centre.


Publisher Marketing: 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 dif cult 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. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide- lines for executives and sales leaders, this book can serve as an instruction manual and toolbox for organizations working to achieve success through their key account strategies to meet the demand of their key customers.

Contributor Bio:  Le Bon, Joel Professor, University of HoustonContributor Bio:  Herman, Carl Professor, University of Houston

Media Kirjat     Paperback Book   (Kirja pehmeillä kansilla ja liimatulla selällä)
Julkaisupäivämäärä torstai 7. toukokuuta 2015
ISBN13 9781631571749
Tuottaja Business Expert Press
Sivujen määrä 180
Mitta 152 × 229 × 10 mm   ·   244 g
Kieli English  

Näytä kaikki

Lisää tuotteita Joel Le Bon