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Book Categories |
| Preface | ||
| Pt. I | Introduction | 1 |
| 1 | What Is Strategic Account Management? | 3 |
| 2 | The Roles and Responsibilities of Strategic Account Managers | 9 |
| 3 | The Four Types of Customer Relationships | 13 |
| Pt. II | The Foundations of Strategic Account Management | 19 |
| 4 | The Management in Strategic Account Management | 21 |
| 5 | Strategic Account Management as an Instrument of Corporate Strategy | 27 |
| 6 | Identifying Strategic Accounts | 43 |
| 7 | Building Account Teams | 61 |
| Pt. III | Account Planning | 69 |
| 8 | The Account Planning Process | 71 |
| 9 | Gathering Information | 77 |
| 10 | Analyzing Your Customer | 85 |
| 11 | Analyzing Your Competitors | 107 |
| 12 | Analyzing Your Position | 119 |
| 13 | Developing Account Strategy | 139 |
| Pt. IV | Implementing the Account Plan | 157 |
| 14 | Building Internal Support | 161 |
| 15 | Managing Relationships | 175 |
| 16 | Managing Information | 199 |
| 17 | Managing Customer Delight | 221 |
| 18 | Managing Momentum | 237 |
| 19 | Managing Opportunities | 253 |
| 20 | The Future of Strategic Account Management | 283 |
| App | Sample Strategic Account Plan | 289 |
| Index | 319 |
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
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Add Selling to Major Accounts : Tools, Techniques and Practical Solutions for the Sales Manager, In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to identify and capture key opportunities and use a systema, Selling to Major Accounts : Tools, Techniques and Practical Solutions for the Sales Manager to the inventory that you are selling on WonderClubX
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Add Selling to Major Accounts : Tools, Techniques and Practical Solutions for the Sales Manager, In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to identify and capture key opportunities and use a systema, Selling to Major Accounts : Tools, Techniques and Practical Solutions for the Sales Manager to your collection on WonderClub |