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Book chapter
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Reference no. BEP3266
Authors: Joel Le Bon (University of Houston); Carl Herman (University of Houston)
Chapter from: "Key Account Management Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers"
Published by: Business Expert Press
Originally published in: 2015
Length: 61 pages
Topics: Key account management; Key account managers; Large customers; Complex sales; Selling center; Buying center; Buyer-seller relationships; Sales management and leadership; Value co-creation; Collaborative CRM; Sales technology
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Share a link: https://casecent.re/p/155303
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Book chapter
-
Reference no. BEP3267
Authors: Joel Le Bon (University of Houston); Carl Herman (University of Houston)
Chapter from: "Key Account Management Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers"
Published by: Business Expert Press
Originally published in: 2015
Length: 61 pages
Topics: Key account management; Key account managers; Large customers; Complex sales; Selling center; Buying center; Buyer-seller relationships; Sales management and leadership; Value co-creation; Collaborative CRM; Sales technology
View full details
Share a link: https://casecent.re/p/155304
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Book chapter
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Reference no. BEP3269
Authors: Joel Le Bon (University of Houston); Carl Herman (University of Houston)
Chapter from: "Key Account Management Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers"
Published by: Business Expert Press
Originally published in: 2015
Length: 51 pages
Topics: Key account management; Key account managers; Large customers; Complex sales; Selling center; Buying center; Buyer-seller relationships; Sales management and leadership; Value co-creation; Collaborative CRM; Sales technology
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Share a link: https://casecent.re/p/155306
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Book chapter
-
Reference no. BEP3268
Authors: Joel Le Bon (University of Houston); Carl Herman (University of Houston)
Chapter from: "Key Account Management Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers"
Published by: Business Expert Press
Originally published in: 2015
Length: 42 pages
Topics: Key account management; Key account managers; Large customers; Complex sales; Selling center; Buying center; Buyer-seller relationships; Sales management and leadership; Value co-creation; Collaborative CRM; Sales technology
View full details
Share a link: https://casecent.re/p/155305
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Book chapter
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Reference no. BEP0612
Authors: Nikolaos Panagopoulos (Athens University of Economics and Business (AUEB))
Chapter from: "Sales Technology: Making the Most of Your Investment"
Published by: Business Expert Press
Published in: 2010
Length: 28 pages
Topics: Customer Relationship Management (CRM); Sales force automation (SFA); Sales technology; Automation; Information technology; Salesperson; Performance; Productivity; Implementation; Sales force; Adoption; Customer relationships; Return on investment
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Share a link: https://casecent.re/p/111513
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Book chapter
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Reference no. BEP0614
Authors: Nikolaos Panagopoulos (Athens University of Economics and Business (AUEB))
Chapter from: "Sales Technology: Making the Most of Your Investment"
Published by: Business Expert Press
Published in: 2010
Length: 36 pages
Topics: Customer Relationship Management (CRM); Sales force automation (SFA); Sales technology; Automation; Information technology; Salesperson; Performance; Productivity; Implementation; Sales force; Adoption; Customer relationships; Return on investment
View full details
Share a link: https://casecent.re/p/111515
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Book chapter
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Reference no. BEP0613
Authors: Nikolaos Panagopoulos (Athens University of Economics and Business (AUEB))
Chapter from: "Sales Technology: Making the Most of Your Investment"
Published by: Business Expert Press
Published in: 2010
Length: 27 pages
Topics: Customer Relationship Management (CRM); Sales force automation (SFA); Sales technology; Automation; Information technology; Salesperson; Performance; Productivity; Implementation; Sales force; Adoption; Customer relationships; Return on investment
View full details
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Book chapter
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Reference no. BEP0455
Authors: Raj Agnihotri (William Paterson University of New Jersey); Adam Rapp (Clemson University)
Chapter from: "Effective Sales Force Automation and Customer Relationship Management"
Published by: Business Expert Press
Published in: 2010
Length: 13 pages
Topics: Sales teams; Virtual; Sales force management; Leadership; Selling centers; Buying centers; Sales technology; Technology audit; Relational selling; Customer satisfaction; Customer retention; Customer loyalty
View full details
Share a link: https://casecent.re/p/110454
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Book chapter
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Reference no. BEP0450
Authors: Raj Agnihotri (William Paterson University of New Jersey); Adam Rapp (Clemson University)
Chapter from: "Effective Sales Force Automation and Customer Relationship Management"
Published by: Business Expert Press
Published in: 2010
Length: 20 pages
Topics: Sales teams; Virtual; Sales force management; Leadership; Selling centers; Buying centers; Sales technology; Technology audit; Relational selling; Customer satisfaction; Customer retention; Customer loyalty
View full details
Share a link: https://casecent.re/p/110449
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Book chapter
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Reference no. BEP0454
Authors: Raj Agnihotri (William Paterson University of New Jersey); Adam Rapp (Clemson University)
Chapter from: "Effective Sales Force Automation and Customer Relationship Management"
Published by: Business Expert Press
Published in: 2010
Length: 20 pages
Topics: Sales teams; Virtual; Sales force management; Leadership; Selling centers; Buying centers; Sales technology; Technology audit; Relational selling; Customer satisfaction; Customer retention; Customer loyalty
View full details
Share a link: https://casecent.re/p/110453
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Book chapter
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Reference no. BEP0451
Authors: Raj Agnihotri (William Paterson University of New Jersey); Adam Rapp (Clemson University)
Chapter from: "Effective Sales Force Automation and Customer Relationship Management"
Published by: Business Expert Press
Published in: 2010
Length: 25 pages
Topics: Sales teams; Virtual; Sales force management; Leadership; Selling centers; Buying centers; Sales technology; Technology audit; Relational selling; Customer satisfaction; Customer retention; Customer loyalty
View full details
Share a link: https://casecent.re/p/110450
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Book chapter
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Reference no. BEP0453
Authors: Raj Agnihotri (William Paterson University of New Jersey); Adam Rapp (Clemson University)
Chapter from: "Effective Sales Force Automation and Customer Relationship Management"
Published by: Business Expert Press
Published in: 2010
Length: 20 pages
Topics: Sales teams; Virtual; Sales force management; Leadership; Selling centers; Buying centers; Sales technology; Technology audit; Relational selling; Customer satisfaction; Customer retention; Customer loyalty
View full details
Share a link: https://casecent.re/p/110452
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Book chapter
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Reference no. BEP0452
Authors: Raj Agnihotri (William Paterson University of New Jersey); Adam Rapp (Clemson University)
Chapter from: "Effective Sales Force Automation and Customer Relationship Management"
Published by: Business Expert Press
Published in: 2010
Length: 15 pages
Topics: Sales teams; Virtual; Sales force management; Leadership; Selling centers; Buying centers; Sales technology; Technology audit; Relational selling; Customer satisfaction; Customer retention; Customer loyalty
View full details
Share a link: https://casecent.re/p/110451
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Book chapter
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Reference no. BEP0611
Authors: Nikolaos Panagopoulos (Athens University of Economics and Business (AUEB))
Chapter from: "Sales Technology: Making the Most of Your Investment"
Published by: Business Expert Press
Published in: 2010
Length: 36 pages
Topics: Customer Relationship Management (CRM); Sales force automation (SFA); Sales technology; Automation; Information technology; Salesperson; Performance; Productivity; Implementation; Sales force; Adoption; Customer relationships; Return on investment
View full details
Share a link: https://casecent.re/p/111512
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Book chapter
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Reference no. BEP0610
Authors: Nikolaos Panagopoulos (Athens University of Economics and Business (AUEB))
Chapter from: "Sales Technology: Making the Most of Your Investment"
Published by: Business Expert Press
Published in: 2010
Length: 35 pages
Topics: Customer Relationship Management (CRM); Sales force automation (SFA); Sales technology; Automation; Information technology; Salesperson; Performance; Productivity; Implementation; Sales force; Adoption; Customer relationships; Return on investment
View full details
Share a link: https://casecent.re/p/111511
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Book chapter
-
Reference no. BEP0609
Authors: Nikolaos Panagopoulos (Athens University of Economics and Business (AUEB))
Chapter from: "Sales Technology: Making the Most of Your Investment"
Published by: Business Expert Press
Published in: 2010
Length: 31 pages
Topics: Customer Relationship Management (CRM); Sales force automation (SFA); Sales technology; Automation; Information technology; Salesperson; Performance; Productivity; Implementation; Sales force; Adoption; Customer relationships; Return on investment
View full details
Share a link: https://casecent.re/p/111510
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Book chapter
-
Reference no. BEP0449
Authors: Raj Agnihotri (William Paterson University of New Jersey); Adam Rapp (Clemson University)
Chapter from: "Effective Sales Force Automation and Customer Relationship Management"
Published by: Business Expert Press
Published in: 2010
Length: 21 pages
Topics: Sales teams; Virtual; Sales force management; Leadership; Selling centers; Buying centers; Sales technology; Technology audit; Relational selling; Customer satisfaction; Customer retention; Customer loyalty
View full details
Share a link: https://casecent.re/p/110448
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Book chapter
-
Reference no. BEP0448
Authors: Raj Agnihotri (William Paterson University of New Jersey); Adam Rapp (Clemson University)
Chapter from: "Effective Sales Force Automation and Customer Relationship Management"
Published by: Business Expert Press
Published in: 2010
Length: 18 pages
Topics: Sales teams; Virtual; Sales force management; Leadership; Selling centers; Buying centers; Sales technology; Technology audit; Relational selling; Customer satisfaction; Customer retention; Customer loyalty
View full details
Share a link: https://casecent.re/p/110447
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Book chapter
-
Reference no. BEP0447
Authors: Raj Agnihotri (William Paterson University of New Jersey); Adam Rapp (Clemson University)
Chapter from: "Effective Sales Force Automation and Customer Relationship Management"
Published by: Business Expert Press
Published in: 2010
Length: 9 pages
Topics: Sales teams; Virtual; Sales force management; Leadership; Selling centers; Buying centers; Sales technology; Technology audit; Relational selling; Customer satisfaction; Customer retention; Customer loyalty
View full details
Share a link: https://casecent.re/p/110446
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This product has not been used yet
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Not yet registered with us?

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