Nuanced Account Management Driving Excellence in B2B Sales /
| Autor principal: | |
|---|---|
| Autor corporatiu: | |
| Sumari: | XVII, 220 p. 8 illus. text |
| Idioma: | anglès |
| Publicat: |
Singapore :
Springer Nature Singapore : Imprint: Palgrave Macmillan,
2018.
|
| Edició: | 1st ed. 2018. |
| Matèries: | |
| Accés en línia: | https://doi.org/10.1007/978-981-10-8363-1 |
| Format: | Electrònic Llibre |
Taula de continguts:
- 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.