Nuanced Account Management Driving Excellence in B2B Sales /

Nuanced Account Management Driving Excellence in B2B Sales /

Bibliografiske detaljer
Hovedforfatter: Shankar, Bala (Author)
Institution som forfatter: SpringerLink (Online service)
Summary:XVII, 220 p. 8 illus.
text
Sprog:engelsk
Udgivet: Singapore : Springer Nature Singapore : Imprint: Palgrave Macmillan, 2018.
Udgivelse:1st ed. 2018.
Fag:
Management.
Marketing.
Customer services.
Customer Service and Call Center.
Online adgang:https://doi.org/10.1007/978-981-10-8363-1
Format: Electronisk Bog
Indholdsfortegnelse:
  • 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.

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