Titlebook: Nuanced Account Management; Driving Excellence i Bala Shankar Book 2018 The Editor(s) (if applicable) and The Author(s) 2018 B2B Sales.Acco

Ondines-curse

Customer Innovation Bias, Would you want to respond to change after it has happened or make the moment yourself? How can you differentiate your account management package further? By being bold! We discuss the various facets of this and how you can build a competitive advantage by being avant-garde and acting as an idea source for your customer.

indignant

柔軟

Introduction and Fundamentals,ated. This chapter also defines account management, the gamut of salient differences from sales and a vast list of examples where account management concept could apply. What specific ways can a customer’s needs manifest? How are these articulated, if at all? These fundamentals form part of this chapter.