February 2015
Intermediate to advanced
416 pages
11h 16m
English
Content preview from Key Account Management, 6th Edition
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In the last three chapters we have stressed that the route towards strategic supplier status involves finding a close and burning relevance to the customer’s sense of value, to their ambitions for growth, and to their means of gaining competitive advantage. Never was this idea of matching and contributing more important than in the matter of this chapter: what drives them?
Value drivers
Here we aim to get to grips with the customer’s essential business values, what we might also call their business culture. As ever our purpose is to make sure we come down on the right side of relevant or irrelevant, because in this matter of ‘value drivers’ the difference between getting it right or wrong can be likened to the difference ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.