August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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07
People and skills for key account management
The role of the key account manager spans functional boundaries across the business. Not only does the key account manager have to have an in-depth understanding of their customer, they need to have a thorough understanding of their own organization’s processes and capabilities along with the full backing of their team in order to be able to make and deliver upon commitments on behalf of their organization. Skill sets for key account managers are different to those of other sales professionals. Due to the functional boundary-spanning nature of their role, designing appropriate and sufficiently extensive training and development programmes remains a challenge.
A central pillar underpinning the ...
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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.