"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). This handbook is a compilation of papers...

Foreword / Professor Hugh Wilson -- Introduction: infinite value -- Accelerating profitable growth through value-based selling -- The infinite value concept -- Challenging trends for business markets -- A faltering response -- Is value-based business a better way? -- The 7 elements of the...

Die Grundlagen des erfolgreichen Verkaufens im B2B -- True Value Selling: Vertriebsarbeit vor veränderten Herausforderungen -- Die Methodik -- Fallbeispiel: Weltmarktführer im Maschinenbau -- True Value Selling und die Arbeit in Akquisitionsprojekten -- Führungsarbeit mit True Value Selling. .

The new school of thought in sales -- Sales culture and processes -- Key account management in B2B -- Account selection -- Strategy comparison customer company - supplier company -- Core benefits, core messages, win-loss analysis, value proposition -- Top executive relationship program --...