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

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Description 1 online resource (1 PDF (xvii, 154 pages)) Series Selling and sales force management collection, 2163-9582 Selling and sales force management collection. 2163-9582 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 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 Analysis Key account management key account managers large customers complex sales selling center buying center buyer-seller relationships sales management and leadership value co-creation collaborative CRM sales technology Notes Title from PDF title page (viewed on May 22, 2015) Bibliography Includes bibliographical references (pages 147-149) and index Subject Selling -- Key accounts. Marketing -- Key accounts. Customer services. Customer services Marketing -- Key accounts Selling -- Key accounts Form Electronic book Author Herman, Carl A., author ISBN 9781631571756 1631571753 1631571745 9781631571749

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