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Nuanced Account Management, 1st ed. 2018 Driving Excellence in B2B Sales

Langue : Anglais

Auteur :

Couverture de l’ouvrage Nuanced Account Management
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.
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
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.

Includes structured practical tools with implementation bias

Elaborates on anecdotes from Asian and Global perspectives

Presents findings that are applicable across a variety of industries

Date de parution :

Ouvrage de 220 p.

14.8x21 cm

Disponible chez l'éditeur (délai d'approvisionnement : 15 jours).

24,25 €

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