Nuanced Account Management Driving Excellence in B2B Sales /
| 1. autor: | |
|---|---|
| Korporacja: | |
| Streszczenie: | XVII, 220 p. 8 illus. text |
| Język: | angielski |
| Wydane: |
Singapore :
Springer Nature Singapore : Imprint: Palgrave Macmillan,
2018.
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| Wydanie: | 1st ed. 2018. |
| Hasła przedmiotowe: | |
| Dostęp online: | https://doi.org/10.1007/978-981-10-8363-1 |
| Format: | Elektroniczne Książka |
Spis treści:
- 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.