Nuanced Account Management Driving Excellence in B2B Sales /

"Nuanced Account Management is a 'how to' book. Born out of insights gained over two decades in the B2B industry, the book presents a comprehensive and practical approach to delighting customers and driving profitability. Powerful thoughts expressed in a simple and easy to read style....

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Hlavní autor: Shankar, Bala (Autor)
Médium: Elektronický zdroj E-kniha
Jazyk:angličtina
Vydáno: Singapore : Springer Singapore, 2018.
Vydání:1st ed. 2018.
Témata:
Management.
Marketing.
Call centers.
ISBN:9789811083631
On-line přístup: Získat plný text
Tagy: Přidat tag
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Obsah:
  • 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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