February 2015
Intermediate to advanced
416 pages
11h 16m
English
Content preview from Key Account Management, 6th Edition
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There are KA managers who enjoy rising to the challenge of customer business analysis, there are KA managers who get a buzz from the matchmaking of relationship management, and there are KA managers who gain deep satisfaction from the development and delivery of a compelling value proposition, but I am yet to meet the KA manager who honestly enjoys writing key account plans. It is fair to say that this is the least loved part of the whole KAM process.
It is no surprise that the ‘hunter’ postpones the task for as long as possible, but even the ‘farmer’ needs encouragement to get the task done. So how about this for a reason to get the task completed: writing a KA plan is about making a ‘contract’ with your boss. The plan ...
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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.