LEADER 03782nam 2200781 450 001 9910809209003321 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 $a9910809209003321 996 $aKey account management$94108573 997 $aUNINA