03782nam 2200781 450 991078813510332120230125182224.0(CKB)2670000000615636(EBL)2046041(SSID)ssj0001506536(PQKBManifestationID)11904176(PQKBTitleCode)TC0001506536(PQKBWorkID)11490759(PQKB)11151875(OCoLC)909913461(CaBNVSL)swl00405042(Au-PeEL)EBL2046041(CaPaEBR)ebr11056256(CaONFJC)MIL783016(OCoLC)909143170(CaSebORM)9781631571749(MiAaPQ)EBC2046041(EXLCZ)99267000000061563620150522d2015 fy 0engur|n|---|||||txtccrKey account management strategies to leverage information, technology, and relationships to deliver value to large customers /Joël Le Bon, Carl A. HermanFirst edition.New York, New York (222 East 46th Street, New York, NY 10017) :Business Expert Press,2015.1 online resource (176 p.)Selling and sales force management collection,2163-9582Description based upon print version of record.1-63157-174-5 1-63157-175-3 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.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.Selling and sales force management collection.2163-9582SellingKey accountsMarketingKey accountsCustomer servicesKey account managementkey account managerslarge customerscomplex salesselling centerbuying centerbuyer-seller relationshipssales management and leadershipvalue co-creationcollaborative CRMsales technologySellingKey accounts.MarketingKey accounts.Customer services.658.804Le Bon Joël(College teacher),1539993Herman Carl A.MiAaPQMiAaPQMiAaPQBOOK9910788135103321Key account management3791321UNINA03182nam 2200565 a 450 991043780220332120200520144314.01-283-69782-34-431-54061-X10.1007/978-4-431-54061-8(CKB)2670000000280038(EBL)1030254(OCoLC)813296748(SSID)ssj0000767028(PQKBManifestationID)11478192(PQKBTitleCode)TC0000767028(PQKBWorkID)10731264(PQKB)10908315(DE-He213)978-4-431-54061-8(MiAaPQ)EBC1030254(PPN)168332310(EXLCZ)99267000000028003820120823d2013 uy 0engur|n|---|||||txtccrFormulas, ingredients and production of cosmetics technology of skin- and hair-care products in Japan /Hiroshi Iwata, Kunio Shimada1st ed. 2013.New York Springer20131 online resource (229 p.)Description based upon print version of record.4-431-54669-3 4-431-54060-1 pt. 1. Ingredients and productions of cosmetics -- pt. 2. Formulas and productions of cosmetics.Today, young cosmetics researchers who have completed their graduate studies and have entered a cosmetics company are put through several years of training before they become qualified to design cosmetics formulations themselves. They are trained so that they can design formulas not by a process of logic but by heart, like craftsmen, chefs, or carpenters. This kind of training seems a terrible waste of labor and time. To address this issue and allow young scientists to design novel cosmetics formulations, effectively bringing greater diversity of innovation to the industry, this book provides a key set of skills and the knowledge necessary for such pursuits. The volume provides the comprehensive knowledge and instruction necessary for researchers to design and create cosmetics products. The book’s chapters cover a comprehensive list of topics, which include, among others, the basics of cosmetics, such as the raw materials of cosmetics and their application; practical techniques and technologies for designing and manufacturing cosmetics, as well as theoretical knowledge; emulsification; sensory evaluations of cosmetic ingredients; and how to create products such as soap-based cleansers, shampoos, conditioners, creams, and others. The potential for innovation is great in Japan’s cosmetics industry. This book expresses the hope that the high level of dedicated research continues and proliferates, especially among those who are innovators at heart.CosmeticsCosmetics.668.5668.55Iwata Hiroshi1059106Shimada Kunio1339495MiAaPQMiAaPQMiAaPQBOOK9910437802203321Formulas, Ingredients and Production of Cosmetics3060639UNINA