August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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05
Key account plans
Conventionally, sales forces were deployed when services or products had been developed by a supplier organization. In complex service offerings, sales forces may be needed even before the solution exists. Sales professionals will be required to engage with customers to co-create the service, and then employ a concerted interaction capability to engage various functions across the supplier organization to deliver it.
Marcos-Cuevas et al (2016: 106)
We have seen in earlier chapters that the buying profession has made giant strides forward in sophistication during the past 30 years and we understand why they do not appreciate simplistic selling approaches. Product push is especially galling to buyers when they have already ...
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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.