Búsqueda de LIBROS DEL AUTOR: peter cheverton

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  • KEY ACCOUNT MANAGEMENT
    ebook
    KEY ACCOUNT MANAGEMENT
    PETER CHEVERTON
    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...

    $1,099.00

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  • UNDERSTANDING THE PROFESSIONAL BUYER
    ebook
    UNDERSTANDING THE PROFESSIONAL BUYER
    PETER CHEVERTON / JAN PAUL VAN DER VELDE
    Understanding the Professional Buyer is a practical guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship. In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced...

    $929.00

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  • BUILDING THE VALUE MACHINE
    ebook
    BUILDING THE VALUE MACHINE
    PETER CHEVERTON / KINGSLEY WEBER
    Building the Value Machine represents the type of business that many aspire towards - a business that is able to align its internal functions, including sales and marketing, in order to collaborate with its key customers and create real and unique value for mutual benefit. This book provides a solution to the challenge of finding the right organizational structures, the right p...

    $849.00

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