LEADER 04243nam 22005055 450 001 9910298215003321 005 20200706083117.0 010 $a981-10-8363-0 024 7 $a10.1007/978-981-10-8363-1 035 $a(CKB)4100000003359763 035 $a(MiAaPQ)EBC5356868 035 $a(DE-He213)978-981-10-8363-1 035 $a(PPN)226694941 035 $a(EXLCZ)994100000003359763 100 $a20180417d2018 u| 0 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aNuanced Account Management $eDriving Excellence in B2B Sales /$fby Bala Shankar 205 $a1st ed. 2018. 210 1$aSingapore :$cSpringer Singapore :$cImprint: Palgrave Macmillan,$d2018. 215 $a1 online resource (225 pages) 311 $a981-10-8362-2 327 $a1. Introduction and Fundamentals -- 2. Tactics and Approaches for Sales Effectiveness -- 3. Strategies for Deep Customer Engagement -- 4. Skillsets and Knowledge (of Account Teams) -- 5. Proactive Relationship Management -- 6. Organizational and Human Resource Imperatives -- 7. Customer Innovation Bias -- 8. Pitfalls to Avoid -- 9. The Payoff and Concluding Chapters. 330 $a?Nuanced Account Management is a ?how to? book. Born out of insights gained over two decades in the B2B industry, the book presents a comprehensive and practical approach to delighting customers and driving profitability. Powerful thoughts expressed in a simple and easy to read style.? ? Nitin Paranjpe, President, Homecare, Unilever ?Nuanced Account Management is a must read for any B2B salesperson. It provides detailed, specific advice on how to become a more customer-centered advisor in the complex world of business to business transactions.? ?Bernie Jaworski, The Peter Drucker Chair in Management, Drucker School of Management, Claremont Graduate University, USA ?The art of selling and building a partnership with your client is often undervalued. ?Nuanced?, as Bala Shankar describes, is a perfect word that continues the process of building a lasting trust with another business with an existing customer, trust based on all the factors he describes in detail, highs and lows you will face. Experience and differentiation are increasingly keys today and I fully recommend this profound and very practical guide.? ?Roger Schmid, Global Innovation Advisor, The Natura Group, USA & Brazil This book is a comprehensive practical guide for account managers, sales teams and account leaders operating in the B2B space. It provides knowledge to excel in developing, growing and retaining top accounts in local and global environments. With a nuanced version of ?account management? that will potentially be a game changer, the book offers a personnel-and-process based agenda that can create a ?competitive advantage? on its own. Bala Shankar is a consultant and has been an adjunct marketing faculty at the Singapore Management University (SMU) for nearly a decade. He has had 25 years of corporate experience in Asia, Europe, and North America in various sales and account management capacities as a regional and global leader. Bala has also been associated with executive development programs and is a contributing writer to The Business Times, Singapore. He received his MBA from the renowned Indian Institute of Management (IIM), Ahmedabad. 606 $aManagement 606 $aMarketing 606 $aCall centers 606 $aManagement$3https://scigraph.springernature.com/ontologies/product-market-codes/515000 606 $aMarketing$3https://scigraph.springernature.com/ontologies/product-market-codes/513000 606 $aCall Center/Customer Service$3https://scigraph.springernature.com/ontologies/product-market-codes/524010 615 0$aManagement. 615 0$aMarketing. 615 0$aCall centers. 615 14$aManagement. 615 24$aMarketing. 615 24$aCall Center/Customer Service. 676 $a650 700 $aShankar$b Bala$4aut$4http://id.loc.gov/vocabulary/relators/aut$01064288 906 $aBOOK 912 $a9910298215003321 996 $aNuanced Account Management$92537295 997 $aUNINA