Titlebook: Nuanced Account Management; Driving Excellence i Bala Shankar Book 2018 The Editor(s) (if applicable) and The Author(s) 2018 B2B Sales.Acco

四溢

Proactive Relationship Management, conducting reality check for customer engagements, nuanced human and transactional factors contributing to relationship strains and how (formal reviews included) to prevent or mitigate when adverse situations are portended. How much of your organization should get exposure to the customer that allo

dithiolethione

Organizational and Human Resource Imperatives,ly account management asset is represented by account managers. Their well-being, meeting their higher order needs which stem from their comprehensive role that combines commercial and entrepreneurial facets, policy of hiring candidates with the best credentials (and not merely prior experience with

宽宏大量

Customer Innovation Bias,hing new, different or better. Customers are constantly searching for lasting advantages in their products or services and innovation is their mantra to achieve this. Customers often turn to their suppliers for assistance with innovation. It is thus a great opportunity for suppliers to fortify their

AVID

Hemoptysis

The Payoff and Concluding Chapters, salesmen, it is a paradigm change in the ‘state of the mind’. It needs a shared vision among key stakeholders in the company and a clear road map to develop it gradually and embed into all processes and actions of people. This chapter discusses the payoffs from a well-oiled account management syste

较早

Book 2018o 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..

Hemodialysis

Tactics and Approaches for Sales Effectiveness, concept of ‘orchestra conductor’ that is analogous to the account manager role are covered as are thorough introspection of what went right or what went wrong in a ‘lost’ transaction. Pricing as a more nuanced tool and related tactics and concepts (not negotiation skills) for ‘winning your price’.

Eulogy

Skillsets and Knowledge (of Account Teams),d don’ts and examples are covered in this chapter. Lastly, preparation of a solid account plan, plan essentials, preparing them with clarity, goal setting and detailing are elucidated with suggestive templates.

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