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Book Categories |
| Preface | ||
| Introduction | ||
| Ch. 1 | The Strategic Account Manager | 1 |
| Ch. 2 | The Four Phases of Account Development | 8 |
| Ch. 3 | Understanding the Customer's Organization | 17 |
| Ch. 4 | Strategic Account Management | 26 |
| Ch. 5 | The Situation Analysis for Focused Accounts | 34 |
| Ch. 6 | Presenting the Case to Management | 46 |
| Ch. 7 | Preparing to Develop the Strategic Account | 56 |
| Ch. 8 | How Can We Develop the Appropriate Relationships? | 67 |
| Ch. 9 | Heirs to the Glass Tower | 80 |
| Ch. 10 | The Account as a Market - Finding the Sales Opportunity | 86 |
| Ch. 11 | The Account Planning Process | 99 |
| Ch. 12 | The Account Planning Session | 104 |
| Ch. 13 | Planning an Executive Seminar | 121 |
| Ch. 14 | How to Profit from Automating Account Management | 140 |
| Ch. 15 | Automating the Account Management Process | 146 |
| Ch. 16 | Implementation of the Strategic Account Manager - Automated Edition | 160 |
| Ch. 17 | Summary | 169 |
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Renn Newwer
reviewed Manage Globally, Sell Locally : The Art of Strategic Account Management on December 02, 2020
Manage Globally, Sell Locally : The Art of Strategic Account Management
Deadly Justice
Interesting adventure for Ben Kincaid. He now agrees to go back to a large law firm hoping to get out of debt and brings along Christina McCall as his sidekick. As usual Ben gets involved in the shanangins at the firm which end up involving his ex brother in law Mike Morelli. Great storyline.
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Add Manage Globally, Sell Locally : The Art of Strategic Account Management, This book addresses the factors that make managing the account relationship different from territory management and offers tools to help the account manager measure success of position within the account. Ideally suited for organizations with an account-f, Manage Globally, Sell Locally : The Art of Strategic Account Management to the inventory that you are selling on WonderClubX
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Add Manage Globally, Sell Locally : The Art of Strategic Account Management, This book addresses the factors that make managing the account relationship different from territory management and offers tools to help the account manager measure success of position within the account. Ideally suited for organizations with an account-f, Manage Globally, Sell Locally : The Art of Strategic Account Management to your collection on WonderClub |
