Account management strategies in B2B sales : generating customer value and building sustainable business relationships - methodology, processes, tools

This book provides employees and managers in sales with a clearly defined process for building sustainable business relationships along the account journey. Using a structured method, you will learn how to set yourself up for success right from the start, increase your competitiveness, grow market s...

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Bibliographic Details
Main Author Neeb, Hans-Peter (Author)
Format Electronic eBook
LanguageEnglish
Published Wiesbaden : Springer, [2023]
Subjects
Sales management.
Customer relations > Management.
elektronické knihy
electronic books
Online AccessPlný text

Cover

Table of Contents:
  • The new school of thought in sales
  • Sales culture and processes
  • Key account management in B2B
  • Account selection
  • Strategy comparison customer company - supplier company
  • Core benefits, core messages, win-loss analysis, value proposition
  • Top executive relationship program
  • Account status analyses. .

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