Titlebook: Nuanced Account Management; Driving Excellence i Bala Shankar Book 2018 The Editor(s) (if applicable) and The Author(s) 2018 B2B Sales.Acco

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Bala Shankar to effective multilateralism, with a strong United Nations at its heart. The UN, with its universal mandate and legitimacy, is uniquely placed to respond to our common challenges’ (European Council, 2003a, p. 16). Ambassador John Richardson, former head of the European Commission delegation to the

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Bala Shankarlateralism and collective security. On 20 November 2004, . ran an article on the United Nations entitled ‘Fighting for Survival’, which began ‘The United Nations and the rule of international law are in crisis. Their relevance is being questioned as never before.’ One year earlier, UN Secretary Gene

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Tactics and Approaches for Sales Effectiveness,tation approach and an empathetic posture with the customer. This chapter also discusses scenarios and tactics for sales teams to ‘mimic’ the customer viewpoints, including how to factor in ‘voice of the customer’ and pitch to the right person. The chapter suggests a framework for profiling the cust

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Strategies for Deep Customer Engagement,the customer’s business, gain valuable insights as well as earn credibility with the customer is outlined in this chapter. Homework about the customer, the encyclopedic list of things to know and to prepare for concepts like data mining, brand analysis, being the customer’s ‘scribe’ and developing ‘

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