Overview
Includes structured practical tools with implementation bias
Elaborates on anecdotes from Asian and Global perspectives
Presents findings that are applicable across a variety of industries
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Table of contents (9 chapters)
Keywords
About this book
Reviews
“Nuanced Account Management is a must read for any B2B salesperson. It provides detailed, specific advice on how to become a more customer-centered advisor in the complex world of business to business transactions.” (Bernie Jaworski, The Peter Drucker Chair in Management, Drucker School of Management, Claremont Graduate University, USA)
“The art of selling and building a partnership with your client is often undervalued. “Nuanced”, as Bala Shankar describes, is a perfect word that continues the process of building a lasting trust with another business with an existing customer, trust based on all the factors he describes in detail, highs and lows you will face. Experience and differentiation are increasingly keys today and I fully recommend this profound and very practical guide.” (Roger Schmid, Global Innovation Advisor, The Natura Group, USA & Brazil)
“An important book from a successful practitioner for everyone involved in B2B selling. The book tackles the important question of ‘What drives competitive advantage in B2B sales’? It brings to center stage the importance of account management through practical guidance that will help every sales professional achieve their goals.” (Sanjiv Kakkar, Executive Vice President, Unilever North Africa, Middle East, Turkey, Russia Ukraine, and Belarus)
“Bala Shankar brings in his entire sales experience in this book in a very structured manner. Apart from his obsession on putting “Customer” in center of all your actions and strategies, Bala addresses the issues faced internally by an Account Manager in his/her organization and recommends how to maintain the right balance internally and externally.” (Anil Chugh, Chief Executive, Consumer Care Business, Wipro, Bangalore, India)
“If you want to get to know best practices of B2B account management, sales effectiveness and customer engagement, this book is for you. Bala Shankar has done a wonderful job distilling key insights, tools, tactics and strategies. I love its practical and hands-on approach.” (Professor Jochen Wirtz, Vice-Dean, Graduate Studies & Professor of Marketing, National University of Singapore (NUS), Singapore)
“Among the many important concepts Bala Shankar is sharing with the reader, the very key concept is to always “sell benefits, not features”. While this seems trivial, it requires a fundamental mindset change.” (Professor Stefan Michel, Dean of Executive MBA program and Faculty Representative, IMD Foundation Board, IMD, Lausanne, Switzerland)
Authors and Affiliations
About the author
Bibliographic Information
Book Title: Nuanced Account Management
Book Subtitle: Driving Excellence in B2B Sales
Authors: Bala Shankar
DOI: https://doi.org/10.1007/978-981-10-8363-1
Publisher: Palgrave Macmillan Singapore
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: The Editor(s) (if applicable) and The Author(s) 2018
Softcover ISBN: 978-981-10-8362-4Published: 25 April 2018
eBook ISBN: 978-981-10-8363-1Published: 17 April 2018
Edition Number: 1
Number of Pages: XVII, 220
Number of Illustrations: 8 b/w illustrations
Topics: Management, Marketing, Call Center/Customer Service