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Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers /

Now more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make difficult choices to determine how to allocate limited resources, including which custo...

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Bibliographic Details
Main Authors: Le Bon, Joel (College teacher), (Author), Herman, Carl A., (Author)
Format: eBook
Language:English
Published: New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2015.
Edition:First edition.
Series:Selling and sales force management collection.
Subjects:
Selling > Key accounts.
Marketing > Key accounts.
Customer services.
Key account management
key account managers
large customers
complex sales
selling center
buying center
buyer-seller relationships
sales management and leadership
value co-creation
collaborative CRM
sales technology
Electronic books.
Online Access:Click to View
Table of Contents:
  • 1. Key account management, organizational alignment, and the selling center
  • 2. Building and delivering value to key accounts
  • 3. Leveraging collaborative CRM and technology
  • 4. Business customer marketing and key account development
  • Conclusion
  • Biographies
  • References
  • Index.

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