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 tomorrow for delivery by Fri 12 Dec 2025.

A Paperback / softback by Bala Shankar

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    View other formats and editions of Nuanced Account Management: Driving Excellence in by Bala Shankar

    Publisher: Springer Verlag, Singapore
    Publication Date: 25/04/2018
    ISBN13: 9789811083624, 978-9811083624
    ISBN10: 9811083622
    Also in:
    Customer services 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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