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Le grand livre de la vente / Nicolas CARON / PARIS : DUNOD (2015)
Titre : Le grand livre de la vente : Techniques et pratiques des professionnels de la vente Type de document : Livre Auteurs : Nicolas CARON ; Frédéric VENDEUVRE Mention d'édition : 2e éd. Editeur : PARIS : DUNOD Année de publication : 2015 Importance : 565 p. Présentation : ill. ISBN/ISSN/EAN : 978-2-10-072478-9 Prix : 52.00 EUR Langues : Français (fre) Mots-clés : Management
PERSUASION ; CONSOMMATEUR INDUSTRIEL ; FIDELISATION ; ENTRETIEN ; VENTE ; CLIENT ; NEGOCIATION COMMERCIALE ; TECHNIQUE DE VENTEIndex. décimale : 124.55 VENTE Résumé : Ce livre de référence aborde et développe toutes les compétences commerciales indispensables au vendeur, quel que soit son secteur d'activité : organiser et mettre en œuvre sa conquête de nouveaux clients ; adapter sa stratégie d'entretien aux différentes situations possibles ; négocier fermement avec les acheteurs professionnels ; mettre en place une stratégie grands comptes efficace ; entretenir et développer son mental de compétiteur ; rédiger des propositions écrites gagnantes ; réussir l'épreuve des soutenances orales ; faire de l'argument financier un allié pour convaincre les Directions. Note de contenu : Bibliogr. p. 543-544, index Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=113727 Exemplaires(1)
Code-barres Cote Support Localisation Section Disponibilité J4496 124.55 CAR Livre Library Campus de Rouen Salle de lecture En transfert Key Account Management / Joël LE BON / BUSINESS EXPERT PRESS (2015)
Titre : Key Account Management : Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers Type de document : Livre Auteurs : Joël LE BON ; Carl HERMAN Editeur : BUSINESS EXPERT PRESS Année de publication : 2015 Importance : 180 p. ISBN/ISSN/EAN : 978-1-63157-174-9 Prix : 15 EUR Langues : Anglais (eng) Mots-clés : Management
CONSOMMATEUR INDUSTRIEL ; MARKETING INDUSTRIEL ; VENTEIndex. décimale : 121.16 MARKETING INDUSTRIEL Note de contenu : Now more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make dif cult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide- lines for executives and sales leaders, this book can serve as an instruction manual and toolbox for organizations working to achieve success through their key account strategies to meet the demand of their key customers. Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=534968 Exemplaires(2)
Code-barres Cote Support Localisation Section Disponibilité 055631 658.804 LEB Livre Library Campus de Reims Salle de lecture Exclu du prêt J6791 121.16 LEB Livre Library Campus de Rouen Salle de lecture Exclu du prêt
Titre : Key Account Management : Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers Type de document : e-book Auteurs : Joël LE BON ; Carl HERMAN Editeur : BUSINESS EXPERT PRESS Année de publication : 2015 Importance : 180 p. Langues : Anglais (eng) Mots-clés : Management
CONSOMMATEUR INDUSTRIEL ; MARKETING INDUSTRIEL ; VENTEIndex. décimale : 121.16 MARKETING INDUSTRIEL Note de contenu : Now more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make dif cult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide- lines for executives and sales leaders, this book can serve as an instruction manual and toolbox for organizations working to achieve success through their key account strategies to meet the demand of their key customers. Nombre d'accès : Illimité En ligne : http://library.ez.neoma-bs.fr/login?url=https://ebookcentral.proquest.com/lib/ne [...] Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=582060
Titre : Key Account Management : Tools and Techniques for Achieving Profitable Key Supplier Status Type de document : e-book Auteurs : Peter CHEVERTON Mention d'édition : 6th ed. Editeur : Kogan Page Année de publication : 2015 Importance : 416 p. (200 crédits) ISBN/ISSN/EAN : 978-0-7494-6941-2 Langues : Anglais (eng) Mots-clés : Management
CLIENT ; CONSOMMATEUR INDUSTRIELRésumé : An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology.
This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers.Nombre d'accès : 2 En ligne : http://www.vlebooks.com/vleweb/product/openreader?id=Neoma&accId=9169105&isbn=97 [...] Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=494616
Titre : Key Account Management : Tools and Techniques for Achieving Profitable Key Supplier Status Type de document : Livre Auteurs : Peter CHEVERTON Mention d'édition : 6th ed. Editeur : Kogan Page Année de publication : 2015 ISBN/ISSN/EAN : 978-0-7494-6940-5 Langues : Anglais (eng) Mots-clés : Management
CLIENT ; CONSOMMATEUR INDUSTRIELRésumé : An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology.
This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers.Nombre d'accès : 2 En ligne : http://www.vlebooks.com/vleweb/product/openreader?id=Neoma&accId=9169105&isbn=97 [...] Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=538518 Exemplaires(1)
Code-barres Cote Support Localisation Section Disponibilité 059146 658.804 CHE Livre Library Campus de Reims Salle de lecture Disponible Key account manager / Hubert FAUCHER / EDITIONS KAWA (2015)PermalinkManagement et Marketing du luxe / Michel CHEVALIER / PARIS : DUNOD (2015)PermalinkLe marketing de l'enchantement / Guy COUTURIER / Bluffy : KAWA (2015)PermalinkMarketing fashion / Harriet POSNER / LAURENCE KING PUBLISHING (2015)PermalinkMarketing, les illusions perdues / Florence TOUZE / LA MER SALEE (2015)PermalinkLe marketing de l'innovation / Emmanuelle LE NAGARD-ASSAYAG / PARIS : DUNOD (2015)PermalinkLes mécanismes de l'économie / Charles JAUMOTTE / DE BOECK (2015)PermalinkDe l'obsolescence programmée, du recyclage insuffisant et de toutes sortes de choses / Bernard HEGER / ATLANDE (2015)PermalinkOn purpose / Shaun SMITH / Kogan Page (2015)PermalinkLa poutre et la paille écologiques : l'industrie à la rescousse du climat / Christine BENARD / Paris : LES EDITIONS DU CERF (2015)Permalink
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