Nuanced Account Management Driving Excellence in B2B Sales /

• Κύριος συγγραφέας: Shankar, Bala (Συγγραφέας, http://id.loc.gov/vocabulary/relators/aut)
• Συγγραφή απο Οργανισμό/Αρχή: SpringerLink (Online service)
• Μορφή: Ηλεκτρονική πηγή Ηλ. βιβλίο
• Γλώσσα: English
• Έκδοση: Singapore : Springer Singapore : Imprint: Palgrave Macmillan, 2018.
• Έκδοση: 1st ed. 2018.
• Θέματα: Management.; Marketing.; Call centers.; Call Center/Customer Service.

"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....

Πίνακας περιεχομένων:

• 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.