Nuanced Account Management Driving Excellence in B2B Sales /

Nuanced Account Management Driving Excellence in B2B Sales /

التفاصيل البيبلوغرافية
المؤلف الرئيسي: Shankar, Bala (مؤلف)
مؤلف مشترك: SpringerLink (Online service)
الملخص:XVII, 220 p. 8 illus.
text
اللغة:الإنجليزية
منشور في: Singapore : Springer Nature Singapore : Imprint: Palgrave Macmillan, 2018.
الطبعة:1st ed. 2018.
الموضوعات:
Management.
Marketing.
Customer services.
Customer Service and Call Center.
الوصول للمادة أونلاين:https://doi.org/10.1007/978-981-10-8363-1
التنسيق: الكتروني كتاب
جدول المحتويات:
  • 1. Introduction and Fundamentals
  • 2. Tactics and Approaches for Sales Effectiveness
  • 3. Strategies for Deep Customer Engagement
  • 4. Skillsets and Knowledge (of Account Teams)
  • 5. Proactive Relationship Management
  • 6. Organizational and Human Resource Imperatives
  • 7. Customer Innovation Bias
  • 8. Pitfalls to Avoid
  • 9. The Payoff and Concluding Chapters.

مواد مشابهة