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, Rodrigo Guesalaga, Andrew Hough, Richard Vincent
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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