Beschreibung Handbook of Strategic Account Management: The Comprehensive Resource. A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers. Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative. "Today's strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM's still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships." Bernard Quancard,President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide) Yana Atanasova Bjorn Ivens Toni Mikkola Ivan SnehotaAudrey Bink Ove Jensen Stefanos Mouzas Kaj StorbackaPer-Olof Brehmer Robert Krapfel Peter Naudé Olavi UusitaloNoel Capon Antonella La Rocca Jukka Ojasalo Tom VanderbiesenSimon Croom Sylvie Lacoste Catherine Pardo Stefan WenglerOsman Gök Nikala Lane Nigel Piercy Kevin WilsonPaolo Guenzi Régis Lemmens Michael Pusateri Diana WoodburnStephan Henneburg Tommi Mahlamäki Jakob Rehme John WorkmanSue Holt Malcolm McDonald Sanjiy Sengupta George YipChristian Homburg Florin Mihoc Christoph Senn Judy Zolkiewski
Handbook of Strategic Account Management: The ~ Handbook of Strategic Account Management: The Comprehensive Resource / Woodburn, Diana, Wilson, Kevin / ISBN: 9781118509081 / Kostenloser Versand fĆ¼r alle BĆ¼cher mit Versand und Verkauf duch .
Handbook of Strategic Account Management: A Comprehensive ~ Handbook of Strategic Account Management: A Comprehensive Resource - Ebook written by Diana Woodburn, Kevin Wilson. Read this book using Google Play Books app on your PC, android, iOS devices. Download for offline reading, highlight, bookmark or take notes while you read Handbook of Strategic Account Management: A Comprehensive Resource.
HANDBOOK OF STRATEGIC ACCOUNT MANAGEMENT A COMPREHENSIVE ~ STRATEGIC ACCOUNT MANAGEMENT A COMPREHENSIVE RESOURCE DIANA WOODBURN AND KEVIN WILSON WILEY . Contents . Strategie account management processes at corporate, relationship and annual level 461 Ojasalo Developing Strategie key account relationships in business-to-business markets 495 Wilson The role of the key/strategic account manager 515 Wilson and Holt The influence of personality on the .
Handbook of strategic account management : a comprehensive ~ Handbook of strategic account management : a comprehensive resource Woodburn , Diana , Wilson , Kevin "A complete compilation of the established knowledge in strategic account managementThough companies expend tremendous effort to upkeep electronic and social media and mass marketing, they often overlook the value of strategic account management (SAM).
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Handbook of Strategic Account Management: A Comprehensive ~ Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a .
Strategic Management Handbook ~ Using A Handbook for Strategic Planning, the senior leadership team can complete most of the ļ¬planningļ¬ work by developing the organizationā¢s vision, mission, guiding principles, strategic goals, strategies, and objec-tives. The next steps are to complete the planning work, publish, deploy, implement, measure, and evaluate the plan. Strategic Management for Senior Leaders: A Handbook for .
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Human Resource Management - Oxford Handbooks ~ Human resource management (HRM), the management of work and people towards desired ends, is a fundamental activity in any organization in which human beings are employed. It is not something whose existence needs to be elaborately justified: HRM is an inevitable consequence of starting and growing an organization. This article focuses on the scope of HRM and its major subfields.
Strategy and Human Resource Management (Management, Work ~ Strategy and Human Resource Management (Management, Work and Organisations) / Boxall, Peter, Purcell, John / ISBN: 9780230579354 / Kostenloser Versand fĆ¼r alle BĆ¼cher mit Versand und Verkauf duch .
Handbook on Knowledge Management 1 - Knowledge Matters ~ As the most comprehensive reference work dealing with knowledge management (KM), this work is essential for the library of every KM practitioner, researcher, and educator. Written by an international array of KM luminaries, its approx. 60 chapters approach knowledge management from a wide variety
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