Nuanced account management = driving...
Shankar, Bala.

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  • Nuanced account management = driving excellence in B2B sales /
  • 紀錄類型: 書目-電子資源 : Monograph/item
    正題名/作者: Nuanced account management/ by Bala Shankar.
    其他題名: driving excellence in B2B sales /
    作者: Shankar, Bala.
    出版者: Singapore :Springer Singapore : : 2018.,
    面頁冊數: xvii, 220 p. :ill., digital ;24 cm.
    內容註: 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.
    Contained By: Springer eBooks
    標題: Industrial marketing. -
    電子資源: http://dx.doi.org/10.1007/978-981-10-8363-1
    ISBN: 9789811083631
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