عنوان

Nuanced account management :

شابک

9789811083624

شابک

9789811083631

شابک

9811083622

شابک

9811083630

شابک اشتباه

9789811083624

شابک اشتباه

9811083622

عنوان اصلي

Nuanced account management :

نام عام مواد

[Book]

ساير اطلاعات عنواني

driving excellence in B2B sales /

نام نخستين پديدآور

Bala Shankar.

محل نشرو پخش و غیره

Singapore :

نام ناشر، پخش کننده و غيره

Palgrave Macmillan,

تاریخ نشرو بخش و غیره

[2018]

نام خاص و کميت اثر

1 online resource (XVII, 220 pages) :

ساير جزييات

8 illustrations

متن يادداشت

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.

بدون عنوان

0

متن يادداشت

"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."--Nitin Paranjpe, President, Homecare, Unilever "Nuanced Account Management is a must read for any B2B salesperson. It provides detailed, specific advice on how to become a more customer-centered advisor in the complex world of business to business transactions."--Bernie Jaworski, The Peter Drucker Chair in Management, Drucker School of Management, Claremont Graduate University, USA "The art of selling and building a partnership with your client is often undervalued. "Nuanced", as Bala Shankar describes, is a perfect word that continues the process of building a lasting trust with another business with an existing customer, trust based on all the factors he describes in detail, highs and lows you will face. Experience and differentiation are increasingly keys today and I fully recommend this profound and very practical guide."--Roger Schmid, Global Innovation Advisor, The Natura Group, USA & Brazil This book is a comprehensive practical guide for account managers, sales teams and account leaders operating in the B2B space. It provides knowledge to excel in developing, growing and retaining top accounts in local and global environments. With a nuanced version of 'account management' that will potentially be a game changer, the book offers a personnel-and-process based agenda that can create a 'competitive advantage' on its own. Bala Shankar is a consultant and has been an adjunct marketing faculty at the Singapore Management University (SMU) for nearly a decade. He has had 25 years of corporate experience in Asia, Europe, and North America in various sales and account management capacities as a regional and global leader. Bala has also been associated with executive development programs and is a contributing writer to The Business Times, Singapore. He received his MBA from the renowned Indian Institute of Management (IIM), Ahmedabad.

منبع سفارش / آدرس اشتراک

00676990

شماره انبار

9789811083624

شماره استاندارد بين المللي کتاب و موسيقي

9789811083624

موضوع مستند نشده

Industrial management.

موضوع مستند نشده

Industrial marketing.

موضوع مستند نشده

BUSINESS & ECONOMICS-- Industrial Management.

موضوع مستند نشده

BUSINESS & ECONOMICS-- Management Science.

موضوع مستند نشده

BUSINESS & ECONOMICS-- Management.

موضوع مستند نشده

BUSINESS & ECONOMICS-- Organizational Behavior.

موضوع مستند نشده

Business.

موضوع مستند نشده

Call centers.

موضوع مستند نشده

Colonies-- Administration.

موضوع مستند نشده

Marketing.

موضوع مستند نشده

BUS-- 041000

موضوع مستند نشده

BUS-- 042000

موضوع مستند نشده

BUS-- 082000

موضوع مستند نشده

BUS-- 085000

شماره

ويراست

شماره رده

نشانه اثر

مستند نام اشخاص تاييد نشده

Shankar, Bala

تاريخ عمليات

20200823222545.0

قواعد فهرست نويسي ( بخش توصيفي )

pn

نام الکترونيکي

نوع ماده

[Book]

تكميل شده

Y