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Biblioteca

MARC Lista (tabellare)
Consultative selling [[electronic resource] ] : the Hanan formula for high-margin sales at high levels / / Mack Hanan
Consultative selling [[electronic resource] ] : the Hanan formula for high-margin sales at high levels / / Mack Hanan
Autore Hanan Mack
Edizione [7th ed.]
Pubbl/distr/stampa New York, : AMACOM, c2004
Descrizione fisica 1 online resource (272 p.)
Disciplina 658.85
Soggetto topico Selling
Selling - Key accounts
Soggetto genere / forma Electronic books.
ISBN 0-8144-2776-6
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Preliminaries; CONTENTS; Preface; Introduction The Consultative Selling Mission; 1 How to Become Consultative; 2 How to Penetrate High Levels; 3 How to Merit High Margins; 4 How to Set Partnerable Objectives; 5 How to Agree on Partnerable Strategies; 6 How to Ensure Partnerable Rewards; 7 How to Qualify Customer Proble; 8 How to Quantify PIP Solutions; 9 How to Sell the Customer's Return; Appendix A; Appendix B; Index
Record Nr. UNINA-9910456200003321
Hanan Mack  
New York, : AMACOM, c2004
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Consultative selling [[electronic resource] ] : the Hanan formula for high-margin sales at high levels / / Mack Hanan
Consultative selling [[electronic resource] ] : the Hanan formula for high-margin sales at high levels / / Mack Hanan
Autore Hanan Mack
Edizione [7th ed.]
Pubbl/distr/stampa New York, : AMACOM, c2004
Descrizione fisica 1 online resource (272 p.)
Disciplina 658.85
Soggetto topico Selling
Selling - Key accounts
ISBN 0-8144-2776-6
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Preliminaries; CONTENTS; Preface; Introduction The Consultative Selling Mission; 1 How to Become Consultative; 2 How to Penetrate High Levels; 3 How to Merit High Margins; 4 How to Set Partnerable Objectives; 5 How to Agree on Partnerable Strategies; 6 How to Ensure Partnerable Rewards; 7 How to Qualify Customer Proble; 8 How to Quantify PIP Solutions; 9 How to Sell the Customer's Return; Appendix A; Appendix B; Index
Record Nr. UNINA-9910780272103321
Hanan Mack  
New York, : AMACOM, c2004
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Consultative selling
Consultative selling
Autore Hanan Mack
Pubbl/distr/stampa [Place of publication not identified], : AMACOM, 1995
Disciplina 658.8/1
Soggetto topico Selling - Key accounts
Selling
Commerce
Business & Economics
Marketing & Sales
ISBN 0-8144-0303-4
0-8144-0503-7
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Record Nr. UNINA-9910679448803321
Hanan Mack  
[Place of publication not identified], : AMACOM, 1995
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Handbook of strategic account management : a comprehensive resource / / Diana Woodburn and Kevin Wilson ; Cylinder, cover design
Handbook of strategic account management : a comprehensive resource / / Diana Woodburn and Kevin Wilson ; Cylinder, cover design
Autore Woodburn Diana
Edizione [1st edition]
Pubbl/distr/stampa Chichester, England : , : Wiley, , 2014
Descrizione fisica 1 online resource (650 p.)
Disciplina 658.872
Soggetto topico Selling - Key accounts
Marketing - Key accounts
Customer relations
Sales management
ISBN 1-118-50904-8
1-118-50907-2
1-118-50905-6
Classificazione BUS043000
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Cover; Title page; Copyright page; Contents; Acknowledgements; The editors; About this book; Key strategic account management: where are we now?; A definition of KSAM; Questions for research; Section 1: Strategic dimensions of KSAM; Section 2: Value creation through KSAM; Section 3: Developing KSAM programmes; Section 4: Operationalizing KSAM; SECTION 1: Strategic Dimensions of KSAM; Making the case for managing strategic accounts; Introduction; Addressing customers; Generalized pressures on traditional go-to-market strategies; Increased competition; PESTLE forces; Globalization
Increased selling costsSummary; Pressures from customers; Affirmative reduction in number of suppliers; Rising importance of procurement; Changes in the procurement process; Impact of pressures on the firm; Small account management; Key, strategic and global account management; Conclusion; Drivers for key account management programmes; Introduction; Key account management; Benefits of key account management programmes; Internal and external driving forces for KAM programmes; Managing industrial sales complexity: A tentative framework; Research method
Three key account management programmes at ABBKAM programme - ABB Swedish Market; KAM programme in the ABB business area for industrial products and systems; Key account management for organizational reorientation; KAM programme drivers; Conclusions; KSAM as an organizational change: making the transition; Introduction; KSAM strategy; Drivers of KSAM; KSAM strategy implementation; KSAM structure; Positioning KSAM in the organizational structure; Positioning KSAM and sales; Key account teams; Making the change; The KSAM transitioning curve; The early stages; The later stages; Conclusion
Switching costs in key account relationshipsConceptual framework and hypotheses; Antecedents of switching costs; Consequences of switching costs; Data collection; Results; Discussion; The strategic buyer: how emerging procurement strategies may support KAM/SAM relationships; Introduction; The strategic importance of purchasing; The economics of trust; Strategic alignment; Power-based relationships; Collaborative innovation; The transformation of purchasing and supply; Implications for future SAM/KAM research; Conclusion
Social and ethical concerns in strategic account management: emerging opportunities and new threatsIntroduction; Strategic relationships between organizations; Strategic account management relationships; Broadening the management perspective on SAM; Ethical dilemmas to be resolved in making SAM effective and sustainable; Corporate social responsibility as a dimension of strategic customer relationship; Ethical dilemmas in SAM and how to avoid them; The good of the few versus the good of the many; The unintended consequences of concessions to strategic accounts
Moral dilemmas in implementing the SAM executive role
Record Nr. UNINA-9910140269703321
Woodburn Diana  
Chichester, England : , : Wiley, , 2014
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Handbook of strategic account management : a comprehensive resource / / Diana Woodburn and Kevin Wilson ; Cylinder, cover design
Handbook of strategic account management : a comprehensive resource / / Diana Woodburn and Kevin Wilson ; Cylinder, cover design
Autore Woodburn Diana
Edizione [1st edition]
Pubbl/distr/stampa Chichester, England : , : Wiley, , 2014
Descrizione fisica 1 online resource (650 p.)
Disciplina 658.872
Soggetto topico Selling - Key accounts
Marketing - Key accounts
Customer relations
Sales management
ISBN 1-118-50904-8
1-118-50907-2
1-118-50905-6
Classificazione BUS043000
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Cover; Title page; Copyright page; Contents; Acknowledgements; The editors; About this book; Key strategic account management: where are we now?; A definition of KSAM; Questions for research; Section 1: Strategic dimensions of KSAM; Section 2: Value creation through KSAM; Section 3: Developing KSAM programmes; Section 4: Operationalizing KSAM; SECTION 1: Strategic Dimensions of KSAM; Making the case for managing strategic accounts; Introduction; Addressing customers; Generalized pressures on traditional go-to-market strategies; Increased competition; PESTLE forces; Globalization
Increased selling costsSummary; Pressures from customers; Affirmative reduction in number of suppliers; Rising importance of procurement; Changes in the procurement process; Impact of pressures on the firm; Small account management; Key, strategic and global account management; Conclusion; Drivers for key account management programmes; Introduction; Key account management; Benefits of key account management programmes; Internal and external driving forces for KAM programmes; Managing industrial sales complexity: A tentative framework; Research method
Three key account management programmes at ABBKAM programme - ABB Swedish Market; KAM programme in the ABB business area for industrial products and systems; Key account management for organizational reorientation; KAM programme drivers; Conclusions; KSAM as an organizational change: making the transition; Introduction; KSAM strategy; Drivers of KSAM; KSAM strategy implementation; KSAM structure; Positioning KSAM in the organizational structure; Positioning KSAM and sales; Key account teams; Making the change; The KSAM transitioning curve; The early stages; The later stages; Conclusion
Switching costs in key account relationshipsConceptual framework and hypotheses; Antecedents of switching costs; Consequences of switching costs; Data collection; Results; Discussion; The strategic buyer: how emerging procurement strategies may support KAM/SAM relationships; Introduction; The strategic importance of purchasing; The economics of trust; Strategic alignment; Power-based relationships; Collaborative innovation; The transformation of purchasing and supply; Implications for future SAM/KAM research; Conclusion
Social and ethical concerns in strategic account management: emerging opportunities and new threatsIntroduction; Strategic relationships between organizations; Strategic account management relationships; Broadening the management perspective on SAM; Ethical dilemmas to be resolved in making SAM effective and sustainable; Corporate social responsibility as a dimension of strategic customer relationship; Ethical dilemmas in SAM and how to avoid them; The good of the few versus the good of the many; The unintended consequences of concessions to strategic accounts
Moral dilemmas in implementing the SAM executive role
Record Nr. UNINA-9910808938203321
Woodburn Diana  
Chichester, England : , : Wiley, , 2014
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman
Autore Le Bon Joël (College teacher)
Edizione [First edition.]
Pubbl/distr/stampa New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015
Descrizione fisica 1 online resource (176 p.)
Disciplina 658.804
Collana Selling and sales force management collection
Soggetto topico Selling - Key accounts
Marketing - Key accounts
Customer services
Soggetto genere / forma Electronic books.
Soggetto non controllato Key account management
key account managers
large customers
complex sales
selling center
buying center
buyer-seller relationships
sales management and leadership
value co-creation
collaborative CRM
sales technology
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto 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.
Record Nr. UNINA-9910463747803321
Le Bon Joël (College teacher)  
New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman
Autore Le Bon Joël (College teacher)
Edizione [First edition.]
Pubbl/distr/stampa New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015
Descrizione fisica 1 online resource (176 p.)
Disciplina 658.804
Collana Selling and sales force management collection
Soggetto topico Selling - Key accounts
Marketing - Key accounts
Customer services
Soggetto non controllato Key account management
key account managers
large customers
complex sales
selling center
buying center
buyer-seller relationships
sales management and leadership
value co-creation
collaborative CRM
sales technology
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto 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.
Record Nr. UNINA-9910788135103321
Le Bon Joël (College teacher)  
New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman
Autore Le Bon Joël (College teacher)
Edizione [First edition.]
Pubbl/distr/stampa New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015
Descrizione fisica 1 online resource (176 p.)
Disciplina 658.804
Collana Selling and sales force management collection
Soggetto topico Selling - Key accounts
Marketing - Key accounts
Customer services
Soggetto non controllato Key account management
key account managers
large customers
complex sales
selling center
buying center
buyer-seller relationships
sales management and leadership
value co-creation
collaborative CRM
sales technology
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto 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.
Record Nr. UNINA-9910809209003321
Le Bon Joël (College teacher)  
New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Key account management : the definitive guide / / Diana Woodburn and Malcolm McDonald
Key account management : the definitive guide / / Diana Woodburn and Malcolm McDonald
Autore Woodburn Diana
Edizione [3rd ed.]
Pubbl/distr/stampa Chichester, England : , : Wiley Publishing, Inc., , 2011
Descrizione fisica 1 online resource (498 p.)
Disciplina 658.8
658.804
Soggetto topico Selling - Key accounts
Marketing - Key accounts
Soggetto genere / forma Electronic books.
ISBN 0-470-97473-7
1-119-20725-8
0-470-97475-3
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Key Account Management: The Definitive Guide; Contents; Foreword; Acknowledgements; The purpose of this book; Before you read this book!; List of figures and tables; 1 The crucial role of key account management; Introduction; 1.1 Pressures that have led to growth in customer power; 1.1.1 Summary of the pressures; 1.1.2 Rapid change; 1.1.3 Process refinement; 1.1.4 Redefining the marketplace and pleasing the customers; 1.1.5 Globalization; 1.1.6 Implications; 1.2 Why understanding relationships is so important; 1.2.1 Relationship risks; 1.2.2 Satisfactory return
1.2.3 Implications of joint commitment1.2.4 Misconception and disappointment; 1.3 Increasing complexity of key account relationships; 1.3.1 The consolidation of customers; 1.3.2 Dual roles: the customer may be 'competitor' as well as 'client'; 1.3.3 The development of global businesses that demand global supply; 1.3.4 The accelerating pace of change, particularly as new IT reshapes markets; 1.3.5 The emphasis on strategic alliances; Summary; 2 Selecting and categorizing key customers; Introduction; 2.1 Why is choosing the right customers so important?; 2.1.1 Fulfilling corporate strategy
2.1.2 Selecting for superior returns2.1.3 How many key accounts?; 2.2 Selection criteria; 2.2.1 Identifying customers; 2.2.2 Choosing selection criteria; 2.2.3 Applying selection criteria; 2.3 Categorizing key customers; 2.3.1 The key account selection matrix; 2.3.2 Relative business strength; 2.3.3 Rebuffs and exits; 2.3.4 Categorization versus selection: portfolios versus lists; 2.3.5 Allocating scarce resources; Summary; 3 Relationship stages; Introduction; 3.1 Understanding key relationships; 3.1.1 Why do you need to know?; 3.1.2 The hierarchy of key relationships
3.2 Stages in key relationships3.2.1 Exploratory relationships; 3.2.2 Basic relationships; 3.2.3 Cooperative relationships; 3.2.4 Interdependent relationships; 3.2.5 Integrated relationships; 3.2.6 Disintegrating relationships; Summary; 4 Developing key relationships; Introduction; 4.1 The customer's point of view; 4.1.1 What do customers want?; 4.1.2 A deep understanding of the customer; 4.2 Developing relationships; 4.2.1 Choosing the right relationship stage; 4.2.2 Contact mapping; 4.2.3 Relationship-building strategies; 4.2.4 Building an interdependent relationship
4.3 Managing relationships4.3.1 Multilevel relationships; 4.3.2 Avoiding relationship traps; Summary; 5 The buyer perspective; Introduction; 5.1 The purchasing context; 5.1.1 Customer drivers; 5.1.2 Cost reduction; 5.1.3 Risk reduction; 5.2 Buying company strategies; 5.2.1 Strategy independence; 5.2.2 Strategy direction matrix; 5.2.3 Supply chain integration; 5.2.4 Matching strategies; 5.2.5 Supplier delusions; 5.2.6 Trust; 5.3 Balance of power; Summary; 6 Key account profitability; Introduction; 6.1 Profitability in the context of key accounts
6.1.1 Sustainable competitive advantage and key accounts
Record Nr. UNINA-9910130551403321
Woodburn Diana  
Chichester, England : , : Wiley Publishing, Inc., , 2011
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Key account management : the definitive guide / / Diana Woodburn and Malcolm McDonald
Key account management : the definitive guide / / Diana Woodburn and Malcolm McDonald
Autore Woodburn Diana
Edizione [Third edition.]
Pubbl/distr/stampa Chichester, England : , : Wiley Publishing, Inc., , 2011
Descrizione fisica 1 online resource (498 p.)
Disciplina 658.8/04
Soggetto topico Selling - Key accounts
Marketing - Key accounts
ISBN 0-470-97473-7
1-119-20725-8
0-470-97475-3
Classificazione 673.3
658.8/04
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Key Account Management: The Definitive Guide; Contents; Foreword; Acknowledgements; The purpose of this book; Before you read this book!; List of figures and tables; 1 The crucial role of key account management; Introduction; 1.1 Pressures that have led to growth in customer power; 1.1.1 Summary of the pressures; 1.1.2 Rapid change; 1.1.3 Process refinement; 1.1.4 Redefining the marketplace and pleasing the customers; 1.1.5 Globalization; 1.1.6 Implications; 1.2 Why understanding relationships is so important; 1.2.1 Relationship risks; 1.2.2 Satisfactory return
1.2.3 Implications of joint commitment1.2.4 Misconception and disappointment; 1.3 Increasing complexity of key account relationships; 1.3.1 The consolidation of customers; 1.3.2 Dual roles: the customer may be 'competitor' as well as 'client'; 1.3.3 The development of global businesses that demand global supply; 1.3.4 The accelerating pace of change, particularly as new IT reshapes markets; 1.3.5 The emphasis on strategic alliances; Summary; 2 Selecting and categorizing key customers; Introduction; 2.1 Why is choosing the right customers so important?; 2.1.1 Fulfilling corporate strategy
2.1.2 Selecting for superior returns2.1.3 How many key accounts?; 2.2 Selection criteria; 2.2.1 Identifying customers; 2.2.2 Choosing selection criteria; 2.2.3 Applying selection criteria; 2.3 Categorizing key customers; 2.3.1 The key account selection matrix; 2.3.2 Relative business strength; 2.3.3 Rebuffs and exits; 2.3.4 Categorization versus selection: portfolios versus lists; 2.3.5 Allocating scarce resources; Summary; 3 Relationship stages; Introduction; 3.1 Understanding key relationships; 3.1.1 Why do you need to know?; 3.1.2 The hierarchy of key relationships
3.2 Stages in key relationships3.2.1 Exploratory relationships; 3.2.2 Basic relationships; 3.2.3 Cooperative relationships; 3.2.4 Interdependent relationships; 3.2.5 Integrated relationships; 3.2.6 Disintegrating relationships; Summary; 4 Developing key relationships; Introduction; 4.1 The customer's point of view; 4.1.1 What do customers want?; 4.1.2 A deep understanding of the customer; 4.2 Developing relationships; 4.2.1 Choosing the right relationship stage; 4.2.2 Contact mapping; 4.2.3 Relationship-building strategies; 4.2.4 Building an interdependent relationship
4.3 Managing relationships4.3.1 Multilevel relationships; 4.3.2 Avoiding relationship traps; Summary; 5 The buyer perspective; Introduction; 5.1 The purchasing context; 5.1.1 Customer drivers; 5.1.2 Cost reduction; 5.1.3 Risk reduction; 5.2 Buying company strategies; 5.2.1 Strategy independence; 5.2.2 Strategy direction matrix; 5.2.3 Supply chain integration; 5.2.4 Matching strategies; 5.2.5 Supplier delusions; 5.2.6 Trust; 5.3 Balance of power; Summary; 6 Key account profitability; Introduction; 6.1 Profitability in the context of key accounts
6.1.1 Sustainable competitive advantage and key accounts
Record Nr. UNINA-9910830927603321
Woodburn Diana  
Chichester, England : , : Wiley Publishing, Inc., , 2011
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui