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Record Nr. |
UNINA9910809209003321 |
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Autore |
Le Bon Joël (College teacher) |
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Titolo |
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman |
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Pubbl/distr/stampa |
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New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
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Edizione |
[First edition.] |
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Descrizione fisica |
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1 online resource (176 p.) |
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Collana |
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Selling and sales force management collection, , 2163-9582 |
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Disciplina |
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Soggetti |
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Selling - Key accounts |
Marketing - Key accounts |
Customer services |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references (pages 147-149) and index. |
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Nota di contenuto |
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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. |
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Sommario/riassunto |
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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. |
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