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Key Account Management
book

Key Account Management

by Joel Le Bon, Carl Herman
May 2015
Intermediate to advanced content levelIntermediate to advanced
82 pages
4h 27m
English
Business Expert Press
Content preview from Key Account Management

Index

Accessibility, 95

Account concentration, increasing, 3

Account fit, 20–22

Administrative leaders, 30

Advisors, 50–51, 52, 82

    criteria and needs, identifying, 125

Affordable Care Act, 81

Alarm system, 65

Amazon, 102

Apple, 5, 6

Back-to-business (B2B) relationships, 2, 3, 6, 10, 12, 13, 23

Back-to-consumer (B2C) relationships, 23

BP, 5

Bridgestone, 19

Buyers, 46–47, 52, 77–79

    criteria and needs, identifying, 124–125

Buyer–seller diamond connections

    consultative connections, 86

    transactional connections, 85–86

    transformative connections, 86–87

Buyer–seller fit, 72–73

Buying centers

    coaching, 69–70

    decision-making process, 47–48

    defined, 45–46

    members’ criteria and needs, identifying, 123–129

        criterion ...

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Publisher Resources

ISBN: 9781631571749