Sales and Account Management
Sales Eats First |
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Sales Eats First examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously venture into areas of complexity and risk, and then inject their intellectual capital into the value propositions that benefit both customers and their own companies. |
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Strategic Account Strategy |
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Strategic Account Strategy is designed to help corporations and businesses develop key/strategic and global account programs, and for individual key/strategic and global account managers to develop strategy and action programs for individual accounts. The volume comprises a set of frameworks in two books: Book 1 - The Strategic Account Program and Book 2 - Planning for Strategic Accounts. |
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Key Account Management and Planning |
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The Comprehensive Handbook to Managing Your Company's Most Important Strategic Securing and retining customers is increasingly recognized as the fundamental requirement for improving shareholder value, the primary objective for many corporations around the world. All firms develop their own methods of communication with customers, but typically in business to business marketing an on the road sales force is a critical element in this process. However, in recent years significant pressure has been placed upon the traditional sales force system. | Ir al detalle del libro> |
