February 2015
Intermediate to advanced
416 pages
11h 16m
English
Content preview from Key Account Management, 6th Edition
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Having discussed the importance of understanding the customer’s TBE we will now introduce a practical tool that will help us to get into the detail. Of all the many KAM tools, this one (alongside the Contact Matrix, Chapter 9), has been proven to make the most practical contribution to the KAM task.
It takes us back to problems, helping us to answer three questions on behalf of the customer:
- Do they have problems with the way they buy from us?
- Do they have problems with the way they receive and use our products?
- Do they have problems when selling their own products in their own markets?
We are in search of a value proposition based on solutions, and there is no solution without a problem – something known by ...
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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.
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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.