03775nam 2200781 450 991046374780332120200520144314.0(CKB)2670000000615636(EBL)2046041(SSID)ssj0001506536(PQKBManifestationID)11904176(PQKBTitleCode)TC0001506536(PQKBWorkID)11490759(PQKB)11151875(OCoLC)909913461(CaBNVSL)swl00405042(MiAaPQ)EBC2046041(Au-PeEL)EBL2046041(CaPaEBR)ebr11056256(CaONFJC)MIL783016(OCoLC)909143170(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 servicesElectronic books.Key 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),861597Herman Carl A.MiAaPQMiAaPQMiAaPQBOOK9910463747803321Key account management1922705UNINA