Account Management Strategies in B2B Sales : Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools

by Hans-Peter Neeb

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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Year of publication:	2023
Authors:	Neeb, Hans-Peter
Publisher:	2023.: Wiesbaden : Springer Fachmedien Wiesbaden 2023.: Wiesbaden : Imprint: Springer
Subject:	Customer management book \| B2B sales \| Key Account Management \| Distribution \| Increase sales \| Account Management \| Generate added value in sales \| Analyze customers \| Account Journey \| Win Loss Analysis \| Generate customer value \| Kundenwert \| Customer value \| Key-Account-Management \| Key account management \| Beziehungsmarketing \| Relationship marketing \| B-to-B-Marketing \| Business-to-business marketing \| Lieferantenmanagement \| Supplier relationship management \| Verkauf \| Selling \| Kundengruppenmanagement \| Business-to-Business-Marketing

Extent:	1 Online-Ressource (XV, 139 p. 97 illus., 79 illus. in color.)
Type of publication:	Book / Working Paper
Language:	English
ISBN:	978-3-658-40450-5 ; 978-3-658-40449-9 ; 978-3-658-40451-2
Other identifiers:	10.1007/978-3-658-40450-5 [DOI]
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://ebvufind01.dmz1.zbw.eu/10013504735