Nuanced Account Management Driving Excellence in B2B Sales /
| Hlavní autor: | |
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| Korporativní autor: | |
| Shrnutí: | XVII, 220 p. 8 illus. text |
| Jazyk: | angličtina |
| Vydáno: |
Singapore :
Springer Nature Singapore : Imprint: Palgrave Macmillan,
2018.
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| Vydání: | 1st ed. 2018. |
| Témata: | |
| On-line přístup: | https://doi.org/10.1007/978-981-10-8363-1 |
| Médium: | Elektronický zdroj Kniha |
Obsah:
- 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.