Joel Le Bon: Key Account Management

Cover: 9781631571749 | Key Account Management | Joel Le Bon (u. a.) | Taschenbuch | Paperback

Dekorationsartikel gehören nicht zum Leistungsumfang.

Sprache: Englisch

24,25 €*

inkl. MwSt.

Versandkostenfrei per Post / DHL

Lieferzeit 1-2 Wochen

Kategorien:

Der Artikel ist nicht in deutscher Sprache verfasst.
Die Sprache der Produktbeschreibung und Details kann in Englisch angegeben sein. Sollten Sie Verständnisprobleme haben, wenden Sie sich gerne an uns.

Beschreibung

Now more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make dif cult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide-
lines for executives and sales leaders, this book can serve as an instruction manual and toolbox for organizations working to achieve success through their key account strategies to meet the demand of their key customers.

Über den Autor

Joël Le Bon is a marketing professor at the University
of Houston C.T. Bauer College of Business where he also
serves as Director of Executive Education for the Sales Excellence
Institute. He received a Bachelor of Arts in Management
Science, a Master of Science in Marketing and
Strategy, and a PhD in Marketing from the University of
Paris Dauphine. His research has received numerous awards
and distinctions and has been published in leading academic
journals. He is also the rst international professor
awarded the AMA's Prentice Hall Solomon-Marshall-Stuart
Teaching Award for Innovative Excellence in Marketing
Education.

Details

Erscheinungsjahr:	2015
Fachbereich:	Allgemeines
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
ISBN-13:	9781631571749
ISBN-10:	1631571745
Sprache:	Englisch
Ausstattung / Beilage:	Paperback
Einband:	Kartoniert / Broschiert
Autor:	Le Bon, Joel Herman, Carl
Hersteller:	Business Expert Press
Maße:	229 x 152 x 10 mm
Von/Mit:	Joel Le Bon (u. a.)
Erscheinungsdatum:	07.05.2015
Gewicht:	0,265 kg

Artikel-ID: 104670267

Über den Autor

Details

Erscheinungsjahr:	2015
Fachbereich:	Allgemeines
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
ISBN-13:	9781631571749
ISBN-10:	1631571745
Sprache:	Englisch
Ausstattung / Beilage:	Paperback
Einband:	Kartoniert / Broschiert
Autor:	Le Bon, Joel Herman, Carl
Hersteller:	Business Expert Press
Maße:	229 x 152 x 10 mm
Von/Mit:	Joel Le Bon (u. a.)
Erscheinungsdatum:	07.05.2015
Gewicht:	0,265 kg