TY  - BOOK
AU  - Le Bon,Joël
AU  - Herman,Carl A.
TI  - Key account management: strategies to leverage information, technology, and relationships to deliver value to large customers 
T2  - Selling and sales force management collection,
SN  - 9781631571756
AV  - HF5438 .K493 2015
PY  - 2015///
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Selling
KW  - Key accounts
KW  - Marketing
KW  - Customer services
KW  - Key account management
KW  - key account managers
KW  - large customers
KW  - complex sales
KW  - selling center
KW  - buying center
KW  - buyer-seller relationships
KW  - sales management and leadership
KW  - value co-creation
KW  - collaborative CRM
KW  - sales technology
N1  - 1 (pages 147-149) and index; 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; 2; b; Also available in printing
N2  - 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
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000370.html
ER  -