Bala Shankar
Nuanced Account Management
Driving Excellence in B2B Sales
Paperback Engels 2018 9789811083624Verwachte levertijd ongeveer 9 werkdagen
Samenvatting
This book is a comprehensive practical guide for account managers, sales teams and account leaders operating in the B2B space. It provides knowledge to excel in developing, growing and retaining top accounts in local and global environments. With a nuanced version of ‘account management’ that will potentially be a game changer, the book offers a personnel-and-process based agenda that can create a ‘competitive advantage’ on its own.
Specificaties
ISBN13:9789811083624
Taal:Engels
Bindwijze:paperback
Uitgever:Springer Nature Singapore
Lezersrecensies
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Inhoudsopgave
1. Introduction and Fundamentals<div>2. Tactics and Approaches for Sales Effectiveness</div><div>3. Strategies for Deep Customer Engagement</div><div>4. Skillsets and Knowledge (of Account Teams)</div><div>5. Proactive Relationship Management</div><div>6. Organizational and Human Resource Imperatives</div><div>7. Customer Innovation Bias</div><div>8. Pitfalls to Avoid</div><div>9. The Payoff and Concluding Chapters</div>
Rubrieken
- advisering
- algemeen management
- coaching en trainen
- communicatie en media
- economie
- financieel management
- inkoop en logistiek
- internet en social media
- it-management / ict
- juridisch
- leiderschap
- marketing
- mens en maatschappij
- non-profit
- ondernemen
- organisatiekunde
- personal finance
- personeelsmanagement
- persoonlijke effectiviteit
- projectmanagement
- psychologie
- reclame en verkoop
- strategisch management
- verandermanagement
- werk en loopbaan