Description

Book Synopsis
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.


Table of Contents
1. Introduction and Fundamentals2. Tactics and Approaches for Sales Effectiveness3. Strategies for Deep Customer Engagement4. Skillsets and Knowledge (of Account Teams)5. Proactive Relationship Management6. Organizational and Human Resource Imperatives7. Customer Innovation Bias8. Pitfalls to Avoid9. The Payoff and Concluding Chapters

Nuanced Account Management: Driving Excellence in

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    Order before 4pm today for delivery by Sat 13 Jun 2026.

    A Paperback / softback by Bala Shankar

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      Publisher: Springer Verlag, Singapore
      Publication Date: 25/04/2018
      ISBN13: 9789811083624, 978-9811083624
      ISBN10: 9811083622
      Also in:
      Business, Finance & Law Customer services Management and management techniques Sales and marketing

      Description

      Book Synopsis
      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.


      Table of Contents
      1. Introduction and Fundamentals2. Tactics and Approaches for Sales Effectiveness3. Strategies for Deep Customer Engagement4. Skillsets and Knowledge (of Account Teams)5. Proactive Relationship Management6. Organizational and Human Resource Imperatives7. Customer Innovation Bias8. Pitfalls to Avoid9. The Payoff and Concluding Chapters

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