key Account Management Paperback -

Now More Than Ever, Companies Are Faced With ACritical And Challenging TruthTodays Customer Is Demanding More Attention, Superior Service, And The Expertise Of ADedicated Sales TeamSuppliers Must Make Dif Cult Choices To Determine How To Allocate Limited Resources, Including Which Customers Receive The Highest Level Of ServiceIncreasingly, Supply Side Organizations Are Working To Design And Implement Key Account Programs To Meet Or Exceed These ExpectationsKey Account Management Is ASpecific Business Strategy That Involves Complex Sales Processes, Largescale Negotiations, And The Alignment Of Multiple Internal And External StakeholdersThis Multipronged Process Is Anything But Straightforward, And The Business World Is Filled With Examples Of Key Account Programs That Have Not Achieved The Expected ResultsThis Book Addresses The Strategic Challenges Facing Top Executives And Sales Leaders As They Build Strategies To Better Manage Their Key AccountsBy Leveraging Uptodate Research, Testimonials Drawn From Interviews With Experienced Practitioners, Best Practices Of Successful Companies, Along With Straightforward Practical Guide Lines For Executives And Sales Leaders, This Book Can Serve As An Instruction Manual And Toolbox For Organizations Working To Achieve Success Through Their Key Account Strategies To Meet The Demand Of Their Key Customers'