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Account management strategies in B2B sales : generating customer value and building sustainable business relationships - methodology, processes, tools / / Hans-Peter Neeb
| Account management strategies in B2B sales : generating customer value and building sustainable business relationships - methodology, processes, tools / / Hans-Peter Neeb |
| Autore | Neeb Hans-Peter |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer, , [2023] |
| Descrizione fisica | 1 online resource (149 pages) |
| Disciplina | 658.812 |
| Soggetto topico |
Customer relations - Management
Sales management |
| ISBN |
9783658404505
9783658404499 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | The new school of thought in sales -- Sales culture and processes -- Key account management in B2B -- Account selection -- Strategy comparison customer company - supplier company -- Core benefits, core messages, win-loss analysis, value proposition -- Top executive relationship program -- Account status analyses. . |
| Record Nr. | UNINA-9910640384203321 |
Neeb Hans-Peter
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| Wiesbaden : , : Springer, , [2023] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky
| Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky |
| Autore | Galitsky Boris |
| Edizione | [1st ed. 2020.] |
| Pubbl/distr/stampa | Cham, Switzerland : , : Springer, , [2021] |
| Descrizione fisica | 1 online resource (XI, 445 p. 261 illus., 147 illus. in color.) |
| Disciplina | 005.437 |
| Collana | Human-Computer Interaction Series |
| Soggetto topico |
Artificial intelligence
Customer relations - Management User interfaces (Computer systems) |
| ISBN | 3-030-52167-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Introduction -- Distributional Semantics for CRM: Making word2vec Models Robust by Structurizing Them -- Employing Abstract Meaning Representation to Lay the Last Mile towards Reading Comprehension -- Summarized Logical Forms for Controlled Question Answering -- Summarized Logical Forms based on Abstract Meaning Representation and Discourse Trees -- Acquiring New Definitions of Entities -- Inferring Logical Clauses for Answering Complex Multi-hop Open Domain Questions -- Managing Customer Relations in an Explainable Way -- Recognizing Abstract Classes of Text Based on Discourse -- Conversational Explainability for CRM. |
| Record Nr. | UNINA-9910447243903321 |
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Galitsky Boris
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| Cham, Switzerland : , : Springer, , [2021] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky
| Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky |
| Autore | Galitsky Boris |
| Edizione | [1st ed. 2021.] |
| Pubbl/distr/stampa | Cham, Switzerland : , : Springer, , [2021] |
| Descrizione fisica | 1 online resource (XIX, 463 p. 226 illus., 112 illus. in color.) |
| Disciplina | 005.437 |
| Collana | Human-Computer Interaction Series |
| Soggetto topico |
User interfaces (Computer systems)
Customer relations - Management Artificial intelligence |
| ISBN | 3-030-61641-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chatbots for CRM and Dialogue Management -- Recommendation by Joining a Human Conversation -- Adjusting Chatbot Conversation to User Personality and Mood -- A Virtual Social Promotion Chatbot with Persuasion and Rhetorical Coordination -- Concluding a CRM Session -- Truth, Lie and Hypocrisy -- Reasoning for Resolving Customer Complaints- Concept-based Learning of Complainant’s Behavior -- Reasoning and Simulation of Mental Attitudes of a Customer -- CRM Becomes Seriously Ill -- Conclusions. |
| Record Nr. | UNINA-9910483390703321 |
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Galitsky Boris
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| Cham, Switzerland : , : Springer, , [2021] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky
| Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky |
| Autore | Galitsky Boris |
| Edizione | [1st ed. 2021.] |
| Pubbl/distr/stampa | Cham, Switzerland : , : Springer, , [2021] |
| Descrizione fisica | 1 online resource (XIX, 463 p. 226 illus., 112 illus. in color.) |
| Disciplina | 005.437 |
| Collana | Human-Computer Interaction Series |
| Soggetto topico |
User interfaces (Computer systems)
Customer relations - Management Artificial intelligence |
| ISBN | 3-030-61641-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chatbots for CRM and Dialogue Management -- Recommendation by Joining a Human Conversation -- Adjusting Chatbot Conversation to User Personality and Mood -- A Virtual Social Promotion Chatbot with Persuasion and Rhetorical Coordination -- Concluding a CRM Session -- Truth, Lie and Hypocrisy -- Reasoning for Resolving Customer Complaints- Concept-based Learning of Complainant’s Behavior -- Reasoning and Simulation of Mental Attitudes of a Customer -- CRM Becomes Seriously Ill -- Conclusions. |
| Record Nr. | UNISA-996464437703316 |
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Galitsky Boris
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||
| Cham, Switzerland : , : Springer, , [2021] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
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Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky
| Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky |
| Autore | Galitsky Boris |
| Edizione | [1st ed. 2020.] |
| Pubbl/distr/stampa | Cham, Switzerland : , : Springer, , [2021] |
| Descrizione fisica | 1 online resource (XI, 445 p. 261 illus., 147 illus. in color.) |
| Disciplina | 005.437 |
| Collana | Human-Computer Interaction Series |
| Soggetto topico |
Artificial intelligence
Customer relations - Management User interfaces (Computer systems) |
| ISBN | 3-030-52167-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Introduction -- Distributional Semantics for CRM: Making word2vec Models Robust by Structurizing Them -- Employing Abstract Meaning Representation to Lay the Last Mile towards Reading Comprehension -- Summarized Logical Forms for Controlled Question Answering -- Summarized Logical Forms based on Abstract Meaning Representation and Discourse Trees -- Acquiring New Definitions of Entities -- Inferring Logical Clauses for Answering Complex Multi-hop Open Domain Questions -- Managing Customer Relations in an Explainable Way -- Recognizing Abstract Classes of Text Based on Discourse -- Conversational Explainability for CRM. |
| Record Nr. | UNISA-996465452803316 |
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Galitsky Boris
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| Cham, Switzerland : , : Springer, , [2021] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
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Augmented customer strategy : CRM in the digital age / / edited by Gilles N'Goala, Virginie Pez-Pérard, Isabelle Prim-Allaz
| Augmented customer strategy : CRM in the digital age / / edited by Gilles N'Goala, Virginie Pez-Pérard, Isabelle Prim-Allaz |
| Autore | N'Goala Gilles |
| Edizione | [First edition] |
| Pubbl/distr/stampa | London : , : John Wiley & Sons, Incorporated, , [2019] |
| Descrizione fisica | 1 online resource (331 pages) |
| Disciplina | 658.812 |
| Collana | THEi Wiley ebooks. |
| Soggetto topico |
Customer relations - Management
Customer relations - Management - Data processing |
| ISBN |
1-119-61826-6
1-119-61824-X 1-119-61832-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910555125203321 |
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N'Goala Gilles
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| London : , : John Wiley & Sons, Incorporated, , [2019] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Augmented customer strategy : CRM in the digital age / / edited by Gilles N'Goala, Virginie Pez-Pérard, Isabelle Prim-Allaz
| Augmented customer strategy : CRM in the digital age / / edited by Gilles N'Goala, Virginie Pez-Pérard, Isabelle Prim-Allaz |
| Autore | N'Goala Gilles |
| Edizione | [First edition] |
| Pubbl/distr/stampa | London : , : John Wiley & Sons, Incorporated, , [2019] |
| Descrizione fisica | 1 online resource (331 pages) |
| Disciplina | 658.812 |
| Collana | THEi Wiley ebooks. |
| Soggetto topico |
Customer relations - Management
Customer relations - Management - Data processing |
| ISBN |
1-119-61826-6
1-119-61824-X 1-119-61832-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910818855703321 |
|
N'Goala Gilles
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| London : , : John Wiley & Sons, Incorporated, , [2019] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Behind the cloud [[electronic resource] ] : the untold story of how Salesforce.com went from idea to billion-dollar company--and revolutionized an industry / / Marc R. Benioff, Carlye Adler
| Behind the cloud [[electronic resource] ] : the untold story of how Salesforce.com went from idea to billion-dollar company--and revolutionized an industry / / Marc R. Benioff, Carlye Adler |
| Autore | Benioff Marc R. <1964-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | San Francisco, : Jossey-Bass, c2010 |
| Descrizione fisica | 1 online resource (307 p.) |
| Disciplina | 658.8 |
| Altri autori (Persone) | AdlerCarlye |
| Soggetto topico |
Customer relations - Management
Sales management |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-30338-4
9786612303388 0-470-53590-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry; Contents; Foreword; Introduction; Part 1: The Start-Up Playbook: How to Turn a Simple Idea into a High-Growth Company; Part 2: The Marketing Playbook: How to Cut Through the Noise and Pitch the Bigger Picture; Part 3: The Events Playbook: How to Use Events to Build Buzz and Drive Business; Part 4: The Sales Playbook: How to Energize Your Customers into a Million-Member Sales Team; Part 5: The Technology Playbook: How to Develop Products Users Love
Part 6: The Corporate Philanthropy Playbook: How to Make Your Company About More Than Just the Bottom Line Part 7: The Global Playbook: How to Launch Your Product and Introduce Your Model to New Markets; Part 8: The Finance Playbook: How to Raise Capital, Create a Return, and Never Sell Your Soul; Part 9: The Leadership Playbook: How to Create Alignment-the Key to Organizational Success; The Final Play; Notes; Acknowledgments; About the Authors; Index |
| Record Nr. | UNINA-9910455425003321 |
|
Benioff Marc R. <1964->
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| San Francisco, : Jossey-Bass, c2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Behind the cloud [[electronic resource] ] : the untold story of how Salesforce.com went from idea to billion-dollar company--and revolutionized an industry / / Marc R. Benioff, Carlye Adler
| Behind the cloud [[electronic resource] ] : the untold story of how Salesforce.com went from idea to billion-dollar company--and revolutionized an industry / / Marc R. Benioff, Carlye Adler |
| Autore | Benioff Marc R. <1964-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | San Francisco, : Jossey-Bass, c2010 |
| Descrizione fisica | 1 online resource (307 p.) |
| Disciplina | 658.8 |
| Altri autori (Persone) | AdlerCarlye |
| Soggetto topico |
Customer relations - Management
Sales management |
| ISBN |
0-470-53592-X
1-282-30338-4 9786612303388 0-470-53590-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry; Contents; Foreword; Introduction; Part 1: The Start-Up Playbook: How to Turn a Simple Idea into a High-Growth Company; Part 2: The Marketing Playbook: How to Cut Through the Noise and Pitch the Bigger Picture; Part 3: The Events Playbook: How to Use Events to Build Buzz and Drive Business; Part 4: The Sales Playbook: How to Energize Your Customers into a Million-Member Sales Team; Part 5: The Technology Playbook: How to Develop Products Users Love
Part 6: The Corporate Philanthropy Playbook: How to Make Your Company About More Than Just the Bottom Line Part 7: The Global Playbook: How to Launch Your Product and Introduce Your Model to New Markets; Part 8: The Finance Playbook: How to Raise Capital, Create a Return, and Never Sell Your Soul; Part 9: The Leadership Playbook: How to Create Alignment-the Key to Organizational Success; The Final Play; Notes; Acknowledgments; About the Authors; Index |
| Record Nr. | UNINA-9910778487003321 |
|
Benioff Marc R. <1964->
|
||
| San Francisco, : Jossey-Bass, c2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Behind the cloud : the untold story of how Salesforce.com went from idea to billion-dollar company--and revolutionized an industry / / Marc R. Benioff, Carlye Adler
| Behind the cloud : the untold story of how Salesforce.com went from idea to billion-dollar company--and revolutionized an industry / / Marc R. Benioff, Carlye Adler |
| Autore | Benioff Marc R. <1964-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | San Francisco, : Jossey-Bass, c2010 |
| Descrizione fisica | 1 online resource (307 p.) |
| Disciplina | 658.8 |
| Altri autori (Persone) | AdlerCarlye |
| Soggetto topico |
Customer relations - Management
Sales management |
| ISBN |
0-470-53592-X
1-282-30338-4 9786612303388 0-470-53590-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry; Contents; Foreword; Introduction; Part 1: The Start-Up Playbook: How to Turn a Simple Idea into a High-Growth Company; Part 2: The Marketing Playbook: How to Cut Through the Noise and Pitch the Bigger Picture; Part 3: The Events Playbook: How to Use Events to Build Buzz and Drive Business; Part 4: The Sales Playbook: How to Energize Your Customers into a Million-Member Sales Team; Part 5: The Technology Playbook: How to Develop Products Users Love
Part 6: The Corporate Philanthropy Playbook: How to Make Your Company About More Than Just the Bottom Line Part 7: The Global Playbook: How to Launch Your Product and Introduce Your Model to New Markets; Part 8: The Finance Playbook: How to Raise Capital, Create a Return, and Never Sell Your Soul; Part 9: The Leadership Playbook: How to Create Alignment-the Key to Organizational Success; The Final Play; Notes; Acknowledgments; About the Authors; Index |
| Record Nr. | UNINA-9910820525103321 |
|
Benioff Marc R. <1964->
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| San Francisco, : Jossey-Bass, c2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
