Nuanced Account Management Driving Excellence in B2B Sales /
| Auteur principal: | |
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| Collectivité auteur: | |
| Résumé: | XVII, 220 p. 8 illus. text |
| Langue: | anglais |
| Publié: |
Singapore :
Springer Nature Singapore : Imprint: Palgrave Macmillan,
2018.
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| Édition: | 1st ed. 2018. |
| Sujets: | |
| Accès en ligne: | https://doi.org/10.1007/978-981-10-8363-1 |
| Format: | Électronique Livre |
Table des matières:
- 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.