Develop the skills and capabilities to maintain high performance, deliver exceptional customer value and drive profitable growth.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of Implementing Key Account Management, published by Kogan Page. Rodrigo Guesalaga is Professor of Marketing at Universidad Alberto Hurtado, Chile. He is co-author of Implementing Key Account Management, published by Kogan Page. Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales. Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.
Inhaltsangabe
Chapter 01: Introduction: succeeding in increasingly complex customer relations Section ONE: Network and Ecosystems Wide Capabilities: Identifying opportunities for sustained value creation Chapter 02: Strategizing and Planning Chapter 03: Researching and Seeking Value Creation Opportunities Chapter 04: Managing Information and Conducting Financial Analysis Chapter 05: Embracing technology and digitalisation Section TWO: Inter Organisational Capabilities: Fostering High Value Relationships with Strategic Customers Chapter 06: Developing Lasting Relationships Chapter 07: Engaging, Communicating and Building Trust with Key Customers Chapter 08: Fostering Value Based Selling and Co Creating Solutions Chapter 09: Negotiating And Designing Supplier Customer Partnerships Section THREE: Intra Organisational Capabilities: Creating the Conditions for High Performance Account Management Chapter 10: Promoting Customer Centricity Chapter 11: Building Teams and Enhancing Cross Functional Collaboration Chapter 12: Achieving Top Management Involvement and Support Chapter 13: Leading And Influencing Both with And Without Authority Chapter 14: Conclusion: Enhancing Your Performance as Key Account Manager
Chapter 01: Introduction: succeeding in increasingly complex customer relations Section ONE: Network and Ecosystems Wide Capabilities: Identifying opportunities for sustained value creation Chapter 02: Strategizing and Planning Chapter 03: Researching and Seeking Value Creation Opportunities Chapter 04: Managing Information and Conducting Financial Analysis Chapter 05: Embracing technology and digitalisation Section TWO: Inter Organisational Capabilities: Fostering High Value Relationships with Strategic Customers Chapter 06: Developing Lasting Relationships Chapter 07: Engaging, Communicating and Building Trust with Key Customers Chapter 08: Fostering Value Based Selling and Co Creating Solutions Chapter 09: Negotiating And Designing Supplier Customer Partnerships Section THREE: Intra Organisational Capabilities: Creating the Conditions for High Performance Account Management Chapter 10: Promoting Customer Centricity Chapter 11: Building Teams and Enhancing Cross Functional Collaboration Chapter 12: Achieving Top Management Involvement and Support Chapter 13: Leading And Influencing Both with And Without Authority Chapter 14: Conclusion: Enhancing Your Performance as Key Account Manager
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