000			03684nam a2200637 i 4500
001			11056256
003			CaPaEBR
005			20241023114838.0
006			m eo d
007			cr cn |||m|||a
008			150522s2015 nyu foab 001 0 eng d
020			_a9781631571756 _qe-book
035			_a(OCoLC)909913461
035			_a(CaBNVSL)swl00405042
040			_aCaBNVSL _beng _erda _cCaBNVSL _dCaBNVSL
050		4	_aHF5438.8.K48
100	1		_aLe Bon, Joël _c(College teacher), _eauthor.
245	1	0	_aKey account management : _bstrategies to leverage information, technology, and relationships to deliver value to large customers / _cJoël Le Bon, Carl A. Herman.
250			_aFirst edition.
264		1	_aNew York, New York (222 East 46th Street, New York, NY 10017) : _bBusiness Expert Press, _c[(c)2015.]
300			_a1 online resource (xvii, 154 pages)
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
347			_adata file _2rda
490	1		_aSelling and sales force management collection, _x2163-9582
504			_aIncludes bibliographical references (pages 147-149) and index.
505	0		_a1. Key account management, organizational alignment, and the selling center -- _t2. Building and delivering value to key accounts -- _t3. Leveraging collaborative CRM and technology -- _t4. Business customer marketing and key account development -- _tConclusion -- _tBiographies -- _tReferences -- _tIndex.
506			_aAccess restricted to authorized users and institutions.
520	3		_aNow 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.
530			_a2 _ub
530			_aAlso available in printing.
538			_aMode of access: World Wide Web.
538			_aSystem requirements: Adobe Acrobat reader.
588			_aTitle from PDF title page (viewed on May 22, 2015).
650		0	_aSelling _xKey accounts.
650		0	_aMarketing _xKey accounts.
650		0	_aCustomer services.
653			_aKey account management
653			_akey account managers
653			_alarge customers
653			_acomplex sales
653			_aselling center
653			_abuying center
653			_abuyer-seller relationships
653			_asales management and leadership
653			_avalue co-creation
653			_acollaborative CRM
653			_asales technology
655		0	_a[genre]
700	1		_aHerman, Carl A., _eauthor.
776	0	8	_iPrint version: _z9781631571749
830		0	_aSelling and sales force management collection. _x2163-9582
856	4	0	_uhttps://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000370.html
942			_2lcc _bCIU _cOB _eBEP _QOL _zBEP11056256
999			_c73904 _d73904
902			_c1 _dCynthia Snell