The Resource Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers, Joël Le Bon, Carl A. Herman

Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers, Joël Le Bon, Carl A. Herman

Label
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers
Title
Key account management
Title remainder
strategies to leverage information, technology, and relationships to deliver value to large customers
Statement of responsibility
Joël Le Bon, Carl A. Herman
Creator
Contributor
Author
Provider
Subject
Language
eng
Summary
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 customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts
Member of
Cataloging source
MiAaPQ
http://library.link/vocab/creatorName
Le Bon, Joël
Index
index present
LC call number
HF5438.8.K48
LC item number
L435 2015
Literary form
non fiction
Nature of contents
  • dictionaries
  • abstracts summaries
  • bibliography
http://library.link/vocab/relatedWorkOrContributorName
  • Herman, Carl A.
  • ProQuest Ebook Central
Series statement
Selling and sales force management collection,
http://library.link/vocab/subjectName
  • Selling
  • Marketing
  • Customer services
Target audience
specialized
Label
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers, Joël Le Bon, Carl A. Herman
Instantiates
Publication
Bibliography note
Includes bibliographical references (pages 147-149) and index
Carrier category
online resource
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type MARC source
rdacontent
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
Dimensions
unknown
Edition
First edition.
Extent
1 online resource (xvii, 154 pages)
Form of item
online
Governing access note
Access restricted to authorized users and institutions
Isbn
9781631571756
Media category
computer
Media MARC source
rdamedia
Sound
unknown sound
Specific material designation
remote
System control number
  • (MiAaPQ)EBC2046041
  • (Au-PeEL)EBL2046041
  • (CaPaEBR)ebr11056256
  • (CaONFJC)MIL783016
  • (OCoLC)909143170
Label
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers, Joël Le Bon, Carl A. Herman
Publication
Bibliography note
Includes bibliographical references (pages 147-149) and index
Carrier category
online resource
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type MARC source
rdacontent
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
Dimensions
unknown
Edition
First edition.
Extent
1 online resource (xvii, 154 pages)
Form of item
online
Governing access note
Access restricted to authorized users and institutions
Isbn
9781631571756
Media category
computer
Media MARC source
rdamedia
Sound
unknown sound
Specific material designation
remote
System control number
  • (MiAaPQ)EBC2046041
  • (Au-PeEL)EBL2046041
  • (CaPaEBR)ebr11056256
  • (CaONFJC)MIL783016
  • (OCoLC)909143170

Library Locations

  • African Studies LibraryBorrow it
    771 Commonwealth Avenue, 6th Floor, Boston, MA, 02215, US
    42.350723 -71.108227
  • Alumni Medical LibraryBorrow it
    72 East Concord Street, Boston, MA, 02118, US
    42.336388 -71.072393
  • Astronomy LibraryBorrow it
    725 Commonwealth Avenue, 6th Floor, Boston, MA, 02445, US
    42.350259 -71.105717
  • Fineman and Pappas Law LibrariesBorrow it
    765 Commonwealth Avenue, Boston, MA, 02215, US
    42.350979 -71.107023
  • Frederick S. Pardee Management LibraryBorrow it
    595 Commonwealth Avenue, Boston, MA, 02215, US
    42.349626 -71.099547
  • Howard Gotlieb Archival Research CenterBorrow it
    771 Commonwealth Avenue, 5th Floor, Boston, MA, 02215, US
    42.350723 -71.108227
  • Mugar Memorial LibraryBorrow it
    771 Commonwealth Avenue, Boston, MA, 02215, US
    42.350723 -71.108227
  • Music LibraryBorrow it
    771 Commonwealth Avenue, 2nd Floor, Boston, MA, 02215, US
    42.350723 -71.108227
  • Pikering Educational Resources LibraryBorrow it
    2 Silber Way, Boston, MA, 02215, US
    42.349804 -71.101425
  • School of Theology LibraryBorrow it
    745 Commonwealth Avenue, 2nd Floor, Boston, MA, 02215, US
    42.350494 -71.107235
  • Science & Engineering LibraryBorrow it
    38 Cummington Mall, Boston, MA, 02215, US
    42.348472 -71.102257
  • Stone Science LibraryBorrow it
    675 Commonwealth Avenue, Boston, MA, 02445, US
    42.350103 -71.103784
Processing Feedback ...