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Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers

Author: Joël Le Bon, (College teacher); Carl A Herman
Publisher: New York, NY : Business Expert Press, 2015.
Series: Selling and sales force management collection.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
Summary:
Now 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 dif cult 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  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Le Bon, Joel
Key Account Management : Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers
New York : Business Expert Press,c2015
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Joël Le Bon, (College teacher); Carl A Herman
ISBN: 9781631571756 1631571753
OCLC Number: 910639486
Description: 1 online resource (1 volume) : illustrations.
Contents: Key account management, organizational alignment, and the selling center --
Building and delivering value to key accounts --
Leveraging collaborative CRM and technology --
Business customer marketing and key account development.
Series Title: Selling and sales force management collection.
Other Titles: Strategies to leverage information, technology, and relationships to deliver value to large customers
Responsibility: Joël Le Bon, Carl A. Herman.

Abstract:

Now 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 dif cult 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.

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