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Author Le Bon, Joël (College teacher), author
Title Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / Joël Le Bon, Carl A. Herman
Imprint New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2015
book jacket
Edition First edition
Descript 1 online resource (xvii, 154 pages)
text rdacontent
computer rdamedia
online resource rdacarrier
Series Selling and sales force management collection, 2163-9582
Selling and sales force management collection. 2163-9582
Note Includes bibliographical references (pages 147-149) and index
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
Access restricted to authorized users and institutions
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
Title from PDF title page (viewed on May 22, 2015)
Electronic reproduction. Ann Arbor, MI : ProQuest, 2016. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries
Link Print version: 9781631571749
Subject Selling -- Key accounts
Marketing -- Key accounts
Customer services
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
Electronic books
Alt Author Herman, Carl A., author
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