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- Should Senior Managers Be Actively Involved in Sales Account Management?
- This article discusses whether senior managers should become actively involved in sales account planning and management. The article argues that senior management have a lead role to play in effective account management, not just in conducting sales account reviews, but also in playing an active part within the key account...
- White papers 2004-11-01
- Called to Account
- Research in major international organizations has shown that although enthusiasm for account planning can be high few account plans are carried through into the workplace. It is not unusual for the blame to be placed at the feet of the account manager. But the culprit may not be the practitioners...
- White papers 2004-11-01
- Why Is It time To Move From Data Based CRM Systems
- Currently CRM systems play an important part in sales practice, providing the ability to share customer information across the enterprise and enabling marketing and sales analysis. This article examines the drivers that will enforce change to the way CRM is used and gives his take on the systems that will...
- White papers 2004-10-01
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