Ryals, Lynette. <br/><br/>
World class key account management  [electronic resource] / 
Lynette Ryals. 
 - London :  Henry Stewart Talks,  2010. 
 - 1 online resource (1 streaming video file (51 min.) :  color, sound). 
 - The changing role of sales and salespeople : how to develop a long lasting relationship with your customers .
 - Henry Stewart talks.  Marketing & management collection.  Changing role of sales and salespeople .
<br/><br/> Animated audio-visual presentation with synchronized narration.  Title from title frames. 
<br/><br/>Contents: Why KAM is the most important development in business-to-business marketing and selling for the past decade -- How to identify and prioritise key accounts -- Managing a profitable portfolio of key accounts -- The skills of a key account manager -- Why being good at selling is no guarantee of success in KAM. 
<br/><br/> Access restricted to subscribers. 
<br/><br/><br/>Mode of access: World Wide Web. <br/>System requirements:  Browser compatibility: updated Mozilla Firefox, Google Chrome, Safari or Internet Explorer 8+.  Browser settings: enable JavaScript, enable cookies from the Henry Stewart Talks site.  Required Desktop Browser plugins & viewers:  Updated Adobe Flash Player & Adobe Acrobat Reader. Mobile device & operating system versions: Android v2.1+, iPhone 4+ (iOS v5.x+), iPad 2+ (iOS v5.x+), BlackBerry OS v7.0+, Windows Phone v6.5.1+. 
<br/><br/><label>Publisher. No.: </label>2438  Henry Stewart Talks 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Customer services.<br/>Marketing--Key accounts.<br/>Sales executives.<br/>Selling--Key accounts.