Managing Global Accounts Professional Selling A Trust Based Approach PDF Download
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Author | : Thomas Ingram |
Publisher | : |
Total Pages | : |
Release | : 2006-03-01 |
Genre | : |
ISBN | : 9780170993609 |
Download Managing Global Accounts + Professional Selling: A Trust-Based Approach Book in PDF, ePub and Kindle
Author | : Thomas Ingram |
Publisher | : |
Total Pages | : |
Release | : 2007-05-01 |
Genre | : |
ISBN | : 9780324682342 |
Download Professional Selling: A Trust-Based Approach + Managing Global Accounts Book in PDF, ePub and Kindle
Author | : Thomas N. Ingram |
Publisher | : Cengage Learning |
Total Pages | : 464 |
Release | : 2007-02-05 |
Genre | : Business & Economics |
ISBN | : 9780324538090 |
Download Professional Selling: A Trust-Based Approach Book in PDF, ePub and Kindle
PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations (such as Holt Equipment, CDW Corporation, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including Developing Professional Selling Knowledge, Building Professional Selling Skills, and Making Professional Selling Decisions. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Author | : A. Lee Blackstone |
Publisher | : McGraw Hill Professional |
Total Pages | : 230 |
Release | : 1995 |
Genre | : Business & Economics |
ISBN | : 9780786303304 |
Download Manage Globally, Sell Locally Book in PDF, ePub and Kindle
"... Addresses the factors that make managing the account relationship different from territory management, and offers tools to help the account manager measure success or position within the account. ... Outlines how a team approach can be used to successfully sell at all levels of the customer's organization."--Book jacket.
Author | : Diana Woodburn |
Publisher | : John Wiley & Sons |
Total Pages | : 497 |
Release | : 2011-03-07 |
Genre | : Business & Economics |
ISBN | : 047097415X |
Download Key Account Management Book in PDF, ePub and Kindle
"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.
Author | : Javier Marcos |
Publisher | : Kogan Page Publishers |
Total Pages | : 353 |
Release | : 2018-08-03 |
Genre | : Business & Economics |
ISBN | : 0749482761 |
Download Implementing Key Account Management Book in PDF, ePub and Kindle
Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.
Author | : Thomas N. Ingram |
Publisher | : South Western Educational Publishing |
Total Pages | : 466 |
Release | : 2006 |
Genre | : Business & Economics |
ISBN | : 9780324321036 |
Download Professional Selling Book in PDF, ePub and Kindle
PROFESSIONAL SELLING provides comprehensive coverage of contemporary professional selling by integrating recent sales research with leading personal selling practices. Professional Selling's chapters can be mixed and matched with sales management chapters from Ingram's SALES MANAGEMENT, SIXTH EDITION to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.
Author | : Malcolm McDonald |
Publisher | : Elsevier |
Total Pages | : 343 |
Release | : 2000-07-04 |
Genre | : Business & Economics |
ISBN | : 008050972X |
Download Key Customers Book in PDF, ePub and Kindle
Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book in a practical way that can be implemented in all organizations. In particular 'Key Customers' looks at: * why has key account management become so critical to commercial success? * what are the key challenges and how do successful companies respond? * why is it vital to understand the role of key account management in strategic planning? * do you know what strategy your customer has for your company? By addressing these key questions McDonald, Rogers and Woodburn draw out the business issues that really matter - from developing a customer classification system that really works, analysing the needs of key accounts, developing the skills of key account managers to how systems for implementing key account plans can be developed. Throughout the book the emphasis is on clarifying and articulating the key concepts to give the reader the tools to apply in the marketplace. The 'real world' approach is based on best practice from leading companies globally and the latest research from the renowned Cranfield School of Management. 'Key Customers' comes from authors with an international reputation in this field and is an essential guide to customer management for marketing and sales executives, and all senior management with strategic responsibility. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student.
Author | : Kevin Wilson |
Publisher | : |
Total Pages | : |
Release | : 2002 |
Genre | : Business |
ISBN | : |
Download Successful Global Account Management Book in PDF, ePub and Kindle
Author | : Thomas N. Ingram |
Publisher | : |
Total Pages | : |
Release | : 2009-08-05 |
Genre | : Business & Economics |
ISBN | : 9781439041840 |
Download Professional Selling Book in PDF, ePub and Kindle