LEADER 01284cam--2200397---450- 001 990003593430203316 005 20111122092857.0 010 $a978-88-07-72289-9 035 $a000359343 035 $aUSA01000359343 035 $a(ALEPH)000359343USA01 035 $a000359343 100 $a20111118d2011----km-y0itay50------ba 101 1 $aita$cger 102 $aIT 105 $a||||||||001yy 200 1 $a<> no per amare$ecomunicare in modo chiaro ed efficace per crescere figli forti e sicuri di sé$fJesper Juul$gtraduzione di Cristina Malipensa 210 $aMilano$cFeltrinelli$d2011 215 $a88 p.$d20 cm 225 2 $aUniversale economica$v2289 410 0$12001$aUniversale economica$v2289 454 0$12001$aKunsten at sige nej med god samvittighed$914174 461 0$1001-------$12001 606 0 $aFigli$xEducazione$2BNCF 676 $a649.7 700 1$aJUUL,$bJesper$0530600 702 1$aMALIPENSA,$bCristina 801 0$aIT$bsalbc$gISBD 912 $a990003593430203316 951 $aII.4. 4006$b233552 L.M.$cII.4.$d00267799 959 $aBK 969 $aUMA 979 $aPASSARO$b90$c20111118$lUSA01$h1144 979 $aPASSARO$b90$c20111122$lUSA01$h0928 996 $aKunsten at sige nej med god samvittighed$914174 997 $aUNISA LEADER 03782nam 2200781 450 001 9910788135103321 005 20230125182224.0 035 $a(CKB)2670000000615636 035 $a(EBL)2046041 035 $a(SSID)ssj0001506536 035 $a(PQKBManifestationID)11904176 035 $a(PQKBTitleCode)TC0001506536 035 $a(PQKBWorkID)11490759 035 $a(PQKB)11151875 035 $a(OCoLC)909913461 035 $a(CaBNVSL)swl00405042 035 $a(Au-PeEL)EBL2046041 035 $a(CaPaEBR)ebr11056256 035 $a(CaONFJC)MIL783016 035 $a(OCoLC)909143170 035 $a(CaSebORM)9781631571749 035 $a(MiAaPQ)EBC2046041 035 $a(EXLCZ)992670000000615636 100 $a20150522d2015 fy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aKey account management $estrategies to leverage information, technology, and relationships to deliver value to large customers /$fJoe?l Le Bon, Carl A. Herman 205 $aFirst edition. 210 1$aNew York, New York (222 East 46th Street, New York, NY 10017) :$cBusiness Expert Press,$d2015. 215 $a1 online resource (176 p.) 225 1 $aSelling and sales force management collection,$x2163-9582 300 $aDescription based upon print version of record. 311 $a1-63157-174-5 311 $a1-63157-175-3 320 $aIncludes bibliographical references (pages 147-149) and index. 327 $a1. 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. 330 3 $aNow more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make difficult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. 410 0$aSelling and sales force management collection.$x2163-9582 606 $aSelling$xKey accounts 606 $aMarketing$xKey accounts 606 $aCustomer services 610 $aKey account management 610 $akey account managers 610 $alarge customers 610 $acomplex sales 610 $aselling center 610 $abuying center 610 $abuyer-seller relationships 610 $asales management and leadership 610 $avalue co-creation 610 $acollaborative CRM 610 $asales technology 615 0$aSelling$xKey accounts. 615 0$aMarketing$xKey accounts. 615 0$aCustomer services. 676 $a658.804 700 $aLe Bon$b Joe?l$c(College teacher),$01539993 702 $aHerman$b Carl A. 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910788135103321 996 $aKey account management$93791321 997 $aUNINA LEADER 05149oam 2200757Mn 450 001 9910783889803321 005 20211215042321.0 010 $a1-134-77178-9 010 $a3-906757-81-1 010 $a1-283-64182-8 010 $a1-282-32010-6 010 $a9786612320101 010 $a1-134-77179-7 010 $a0-203-19695-3 024 7 $a10.4324/9780203196953 035 $a(CKB)1000000000251242 035 $a(EBL)179698 035 $a(OCoLC)62722412 035 $a(SSID)ssj0000071090 035 $a(PQKBManifestationID)11109722 035 $a(PQKBTitleCode)TC0000071090 035 $a(PQKBWorkID)10071556 035 $a(PQKB)10953785 035 $a(MiAaPQ)EBC179698 035 $a(Au-PeEL)EBL179698 035 $a(CaPaEBR)ebr10057601 035 $a(CaONFJC)MIL232010 035 $a(OCoLC)900283722 035 $a(OCoLC)697715646 035 $a(OCoLC-P)697715646 035 $a(FlBoTFG)9780203196953 035 $a(PPN)18729187X 035 $a(EXLCZ)991000000000251242 100 $a19960110j19960305 uy 0 101 0 $aeng 135 $aur|n||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aJonathan Swift 210 $aNew York $cRoutledge$dMarch 1996$aFlorence $cTaylor & Francis Group [distributor] 215 $a1 online resource (359 p.) 225 1 $aThe critical heritage series 300 $aDescription based upon print version of record. 311 $a0-415-56886-2 311 $a0-415-13908-2 320 $aIncludes bibliography and index. 327 $aCover; Jonathan Swift: The Critical Heritage; Copyright; General Editor's Preface; Contents; Introduction; Note on the Text; 1. Dr. William King on a Tale of a Tub 1704; 2. Francis Atterbury on a Tale of a Tub 1704; 3. William Wotton on a Tale of a Tub 1705; 4. Richard Steele on a Project for the Advancement of Religion 1709; 5. John Dennis on the Examiner 1712; 6. The Aim of a Tale of a Tub 1714; 7. Sir Richard Blackmore on a Tale of a Tub 1716; 8. A Translator's Opinions of a Tale of a Tub 1721; 9. A Swiss View of a Tale of a Tub and the Battle of the Books 1721 327 $a10. The Reception of Gulliver's Travels 172611. Lady Mary Wortlby Montagu on Gulliver's Travels 1726; 12. An Anonymous Opinion of Gulliver's Travels 1726; 13. William Warburton on Swift and Human Nature 1727; 14. Voltaire on Swift 1727, 1734, 1756, 1767, 1777; 15. Abbe Desfontainesand Gulliver's Travels 1727,1730,1787; 16. Jonathan Smedley on Gulliver's Travels 1728; 17. Swift as Political Dictator 1728; 18. Anonymous Criticisms of Houyhnhnmland 1735; 19. George Faulkner on Swift's Poetry 1735; 20. The Duchess of Marlborough on Swift 1736 327 $a21 Frangois Cartaud De La Villate on a Tale of a Tub 173622. Samuel Richardson on Swift 1740, 1748, 1752, 1754; 23. Paradis De Moncrif on Gulliver's Travels 1743; 24. Henry Fielding on Swift 1745, 1751, 1752; 25. David Hume on Swift 1751, 1752, 1768; 26. Lord Orrery on Swift 1752; 27. Patrick Delany on Swift 1754; 28. Deaneswifton Gulliver's Travels and on Swift as a Poet 1755; 29. John Hawkes Worth on Swift 1755; 30. W. H. Dilworth on Swift 1758; 31. Edward Young on Gulliver's Travels 1759; 32. George Lord Lyttelton on Swift 1760; 33. A French Reissue of Gulliver's Travels 1762 327 $a34. Oliver Goldsmith on Swift 176435. Ralph Griffiths on Swift's 'cause' 1765; 36. Horacb Walpole and His Circle on Swift 1771, 1780; 37. Lord Monboddo on Gulliver's Travels 1776; 38. James Beattie on Gulliver's Travels, a Tale of a Tub, and the Day of Judgment 1776, 1783; 39. A French Comment on a Modest Proposal 1777; 40. Dr. Johnson on Swift 1779, 1785, 1791; 41. Samuel Bad Cock on Swift's 'true Wit' 1779; 42 James Harris on Gulliver's Travels 1781; 43 Joseph Warton on Swift's Descriptions 1782; 44. Swift's Characteristics as a Writer 1782; 45. Hugh Blair on Swift's Style 1783 327 $a46. Thomas Sheridan on Swift 178447. Incidental Comments on Gulliver's Travels 1789; 48. George-monck Berkeley on Swift 1789; 49. Thomas Ogle on Swift and Misanthropy 1790; 50. Swift as Satirist and Poet 1790; 51. William Godwin on Swift's Style 1797; 52. John Nichols on Swift 1801, 1828; 53. Alexander Chalmers on Swift's Style and Character 1803; 54. Swiftiana 1804; 55. John Aikin on Swift's Poetry 1804,1820; 56. Richard Payne Knight on the Plausibility of Gulliver's Travels 1805; 57. Nathan Drake on Swift 1805; 58. John Dunlop on the Background of Gulliver's Travels 1814 327 $a59. Sir Walter Scott on Swift 1814 330 8 $aThe Critical Heritage gathers together a large body of critical sources on major figures in literature. Each volume presents contemporary responses to a writer's work, enabling student and researcher to read the material themselves. 410 0$aCritical heritage series. 606 $aEnglish literature 615 0$aEnglish literature. 676 $a823.5 676 $a827/.5 700 $aWilliams$b Kathleen$4edt$0193676 801 0$bOCoLC-P 801 1$bOCoLC-P 906 $aBOOK 912 $a9910783889803321 996 $aJonathan Swift$9165724 997 $aUNINA