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The Secrets of Successful Strategic Account Management: How Industrial Sales Organizations Can Boost Revenue Growth and Profitability, Prevent Revenue Loss, and Convert Customers to Valued Partners - Softcover

Santucci, Richard; Hughes, David

 
9781663234797: The Secrets of Successful Strategic Account Management: How Industrial Sales Organizations Can Boost Revenue Growth and Profitability, Prevent Revenue Loss, and Convert Customers to Valued Partners
Softcover
ISBN 10: 1663234795 ISBN 13: 9781663234797
Verlag: iUniverse, 2022

Inhaltsangabe

Richard Santucci and David Hughes leverage their combined fifty plus years of experience in industrial sales in this guide that reveals how to take care of your most important customers. The Secrets of Successful Strategic Account Management begins by highlighting why companies must establish a strategic account program. The authors then lay out an easy-to-follow process to build such a program. The guide presents in layman’s terms a successful and proven process to enhance sales at twice a company’s average growth rate through strategic account management techniques. Learn how to: • identify strategic accounts; • select effective strategic account managers; • build out a team focused on bolstering business; • avoid common mistakes that cut into profits. Join the authors on a journey focused on boosting revenue growth and profitability, preventing losses, and converting customers into valued partners through strategic account management. “Santucci and Hughes have done a great job of laying out a playbook for developing a robust strategic account program, with some great tools and templates that will help the reader develop their own program.” —Naren Gursahaney, Non-Executive Chair of the Board-Terminix “The Secrets of Successful Strategic Account Management is the perfect blend of theory and implementation to guide your company in building strategic account management capabilities. Santucci and Hughes deliver insight and practical tips drawing upon their years of sales leadership. A superb handbook for corporate executives.” —Christopher Stevens-CEO, Unibloc-Pump, LLC

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Verlag
iUniverse
Erscheinungsdatum
2022
Sprache
Englisch
ISBN 10 
1663234795
ISBN 13 
9781663234797
Einband
Taschenbuch
Anzahl der Seiten
154
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
GPSR Kontakt
gpsr@libri.de

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Bad Hersfeld
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Deutschland