{"id":7679494816002,"title":"Customers Win, Suppliers Win: Lessons from one of IBM's Most Successful Strategic Account Managers","handle":"customers-win-suppliers-win-lessons-from-one-of-ibm-s-most-successful-strategic-account-managers","description":"In this book, Noel Capon, the world’s leading academic expert on account management, together with Gus Maikish, an extraordinarily successful global account manager, provides a comprehensive guide to account management excellence. It covers critical topics such as the intellectual capital demands, leadership requirements, and often-overlooked ethical dimensions that are essential for achieving win-win outcomes for both suppliers and customers.","published_at":"2022-05-05T12:56:53-04:00","created_at":"2022-05-05T12:10:05-04:00","vendor":"Wessex Press","type":"Book","tags":["new","Professional Titles","Sales \u0026 Account Management"],"price":2500,"price_min":2500,"price_max":4500,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":42728956330242,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-1-7377664-4-5","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Customers Win, Suppliers Win: Lessons from one of IBM's Most Successful Strategic Account Managers - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":4500,"weight":1361,"compare_at_price":null,"inventory_quantity":-26,"inventory_management":null,"inventory_policy":"deny","barcode":"978-1-7377664-4-5","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":42728956363010,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-1-7377664-5-2","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Customers Win, Suppliers Win: Lessons from one of IBM's Most Successful Strategic Account Managers - Softcover","public_title":"Softcover","options":["Softcover"],"price":2800,"weight":1361,"compare_at_price":null,"inventory_quantity":-96,"inventory_management":null,"inventory_policy":"deny","barcode":"978-1-7377664-5-2","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":42728956395778,"title":"E-Book","option1":"E-Book","option2":null,"option3":null,"sku":"0002-AEED-E997-BC9A:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Customers Win, Suppliers Win: Lessons from one of IBM's Most Successful Strategic Account Managers - E-Book","public_title":"E-Book","options":["E-Book"],"price":2500,"weight":1361,"compare_at_price":null,"inventory_quantity":-72,"inventory_management":null,"inventory_policy":"deny","barcode":"978-1-7377664-6-9","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/files\/customers-win-suppliers-win-cover.png?v=1732039288"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/files\/customers-win-suppliers-win-cover.png?v=1732039288","options":["Format"],"media":[{"alt":null,"id":34526419681538,"position":1,"preview_image":{"aspect_ratio":0.7,"height":3000,"width":2100,"src":"\/\/wessexlearning.com\/cdn\/shop\/files\/customers-win-suppliers-win-cover.png?v=1732039288"},"aspect_ratio":0.7,"height":3000,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/files\/customers-win-suppliers-win-cover.png?v=1732039288","width":2100}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"In this book, Noel Capon, the world’s leading academic expert on account management, together with Gus Maikish, an extraordinarily successful global account manager, provides a comprehensive guide to account management excellence. It covers critical topics such as the intellectual capital demands, leadership requirements, and often-overlooked ethical dimensions that are essential for achieving win-win outcomes for both suppliers and customers."}

{"id":1623495540793,"title":"The Front-Line Sales Manager - Field General","handle":"the-front-line-sales-manager-field-general-by-noel-capon-gary-tubridy-and-florin-mihoc-digital-e-book-flsm","description":"\u003cp\u003eMany sales leaders consider front-line sales managers (FLSMs) to have the most critical yet challenging role in the salesforce. For the first time, \u003ccite\u003eThe Front-Line Sales Manager\u003c\/cite\u003e addresses this vital but often overlooked role. The book introduces an acumen framework to identify key traits of the most successful FLSMs. \u003ccite\u003eThe Front-Line Sales Manager\u003c\/cite\u003e helps FLSMs enhance their skills and assists sales leaders in building stronger, more effective sales organizations.\u003c\/p\u003e\n\u003cp\u003e\u003ca title=\"Review for The Front-Line Sales Manager—Field General\" rel=\"noopener noreferrer\" href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Capon1.pdf?155\" target=\"_blank\"\u003eReview for \u003ccite\u003eThe Front-Line Sales Manager—Field General\u003c\/cite\u003e\u003c\/a\u003e\u003c\/p\u003e","published_at":"2018-12-04T10:53:23-05:00","created_at":"2018-09-06T10:47:52-04:00","vendor":"Wessex Press","type":"Book","tags":["Professional Titles","Sales \u0026 Account Management"],"price":2970,"price_min":2970,"price_max":5470,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":17461783658553,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-1-7325469-3-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Front-Line Sales Manager - Field General - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":5470,"weight":21,"compare_at_price":null,"inventory_quantity":-5,"inventory_management":null,"inventory_policy":"deny","barcode":"978-1-7325469-3-6","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":15938360836153,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-1-7325469-4-3","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Front-Line Sales Manager - Field General - Softcover","public_title":"Softcover","options":["Softcover"],"price":3470,"weight":14,"compare_at_price":null,"inventory_quantity":-554,"inventory_management":null,"inventory_policy":"deny","barcode":"978-1-7325469-4-3","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":45681189814530,"title":"E-Book","option1":"E-Book","option2":null,"option3":null,"sku":"0001-E820-F036-7499:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"The Front-Line Sales Manager - Field General - E-Book","public_title":"E-Book","options":["E-Book"],"price":2970,"weight":113,"compare_at_price":null,"inventory_quantity":-71,"inventory_management":null,"inventory_policy":"deny","barcode":"978-1-7325469-5-0","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/FLSMfrontcover.png?v=1617060589"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/FLSMfrontcover.png?v=1617060589","options":["Format"],"media":[{"alt":null,"id":21096322039961,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/FLSMfrontcover.png?v=1617060589"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/FLSMfrontcover.png?v=1617060589","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003eMany sales leaders consider front-line sales managers (FLSMs) to have the most critical yet challenging role in the salesforce. For the first time, \u003ccite\u003eThe Front-Line Sales Manager\u003c\/cite\u003e addresses this vital but often overlooked role. The book introduces an acumen framework to identify key traits of the most successful FLSMs. \u003ccite\u003eThe Front-Line Sales Manager\u003c\/cite\u003e helps FLSMs enhance their skills and assists sales leaders in building stronger, more effective sales organizations.\u003c\/p\u003e\n\u003cp\u003e\u003ca title=\"Review for The Front-Line Sales Manager—Field General\" rel=\"noopener noreferrer\" href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Capon1.pdf?155\" target=\"_blank\"\u003eReview for \u003ccite\u003eThe Front-Line Sales Manager—Field General\u003c\/cite\u003e\u003c\/a\u003e\u003c\/p\u003e"}

{"id":6085122490521,"title":"The Dictionary of Selling Terminology","handle":"dictionary-of-selling","description":"\u003cp\u003e\u003ccite\u003eThe Dictionary of Selling Terminology\u003c\/cite\u003e (DST or \u003ccite\u003eDictionary\u003c\/cite\u003e) provides a comprehensive reference list of terminology and definitions used by sellers and buyers worldwide. Its goal is to establish a standardized and universal language to mitigate confusion and ambiguity caused by differing definitions in the selling and buying process.\u003c\/p\u003e\n\n\u003cp\u003eStandardized terminology provides a common language, classification, and taxonomy based on consistent use of correct terms. This clarity resolves potential misunderstandings that arise from multiple interpretations or translations of terms.\u003c\/p\u003e\n\n\u003cp\u003eThe language of selling is not uniform. Each sales organization—whether for-profit or non-profit—has its unique terminology shaped by factors such as culture, industry, market sector, channels, competitors, and geography.\u003c\/p\u003e\n\n\u003cp\u003eTo standardize sales language, sellers must understand their products from the buyer’s perspective. Sales professionals and support roles must learn how prospective buyers and customers communicate—how they discuss problems, express feelings, and frame their needs.\u003c\/p\u003e\n\n\u003cp\u003eLanguage evolves continuously, influenced by culture, markets, and industries. Many terms in the \u003ccite\u003eDictionary\u003c\/cite\u003e reflect this evolution and will continue to change over time.\u003c\/p\u003e\n\n\u003cp\u003eThe \u003ccite\u003eDictionary\u003c\/cite\u003e includes both legacy and current terms, with entries addressing the growing impact of technology and automation on sales and operations. These include concepts like buyer enablement, content management systems, contract lifecycle management, and customer relationship management.\u003c\/p\u003e\n\n\u003cp\u003eCross-functional terminology is also covered, reflecting departments that support sales organizations. Examples include Finance (revenue, gross profit, price), Marketing (promotion), Legal (compliance, governance, risk), Manufacturing (quality), and Ethics-related terms.\u003c\/p\u003e\n\n\u003cp\u003eSales professionals—including Chief Sales Officers, field and inside salespeople, frontline managers, Chief Learning Officers, Sales Enablement and Operations Directors, Key Account Managers, and Business Development Directors—as well as marketing professionals, will find this dictionary invaluable.\u003c\/p\u003e\n\n\u003cp\u003eThe \u003ccite\u003eDictionary\u003c\/cite\u003e is also a vital resource for professionals in Supply Chain and Procurement, as well as those in supporting roles such as Finance, Legal, Accounting, Operations, and Human Resources. It helps all stakeholders gain a deeper understanding of the challenges faced by sales professionals and buyers.\u003c\/p\u003e\n\n\u003cp\u003eLifelong learning and intentional growth are essential to staying at the top of your game. Mastering the craft of your role includes learning its language, making this dictionary an indispensable tool.\u003c\/p\u003e\n\n\u003cp\u003eIf you have suggestions for words to include in the next edition of the \u003ccite\u003eDictionary\u003c\/cite\u003e, \u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/DST_new_submission_term.pdf?v=1629783904\" target=\"_blank\" rel=\"noopener noreferrer\"\u003eplease fill out this form\u003c\/a\u003e.\u003c\/p\u003e","published_at":"2021-01-13T00:53:51-05:00","created_at":"2021-01-13T00:44:31-05:00","vendor":"Wessex Press","type":"Book","tags":["Professional Titles","Sales \u0026 Account Management"],"price":1970,"price_min":1970,"price_max":8970,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":37782210543769,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-1-7358772-4-2","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Dictionary of Selling Terminology - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":8970,"weight":349,"compare_at_price":null,"inventory_quantity":-11,"inventory_management":null,"inventory_policy":"deny","barcode":"978-1-7358772-4-2","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":37782210511001,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-1-7358772-5-9","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Dictionary of Selling Terminology - Softcover","public_title":"Softcover","options":["Softcover"],"price":2970,"weight":349,"compare_at_price":null,"inventory_quantity":-106,"inventory_management":null,"inventory_policy":"deny","barcode":"978-1-7358772-5-9","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":45681189323010,"title":"E-Book","option1":"E-Book","option2":null,"option3":null,"sku":"0002-7D3E-4996-A40F:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"The Dictionary of Selling Terminology - E-Book","public_title":"E-Book","options":["E-Book"],"price":1970,"weight":349,"compare_at_price":null,"inventory_quantity":-37,"inventory_management":null,"inventory_policy":"deny","barcode":"978-1-7358772-6-6","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/files\/the-dictionary-of-selling-terminology-cover.jpg?v=1732130262"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/files\/the-dictionary-of-selling-terminology-cover.jpg?v=1732130262","options":["Format"],"media":[{"alt":null,"id":34531059433730,"position":1,"preview_image":{"aspect_ratio":0.629,"height":1360,"width":855,"src":"\/\/wessexlearning.com\/cdn\/shop\/files\/the-dictionary-of-selling-terminology-cover.jpg?v=1732130262"},"aspect_ratio":0.629,"height":1360,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/files\/the-dictionary-of-selling-terminology-cover.jpg?v=1732130262","width":855}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003ccite\u003eThe Dictionary of Selling Terminology\u003c\/cite\u003e (DST or \u003ccite\u003eDictionary\u003c\/cite\u003e) provides a comprehensive reference list of terminology and definitions used by sellers and buyers worldwide. Its goal is to establish a standardized and universal language to mitigate confusion and ambiguity caused by differing definitions in the selling and buying process.\u003c\/p\u003e\n\n\u003cp\u003eStandardized terminology provides a common language, classification, and taxonomy based on consistent use of correct terms. This clarity resolves potential misunderstandings that arise from multiple interpretations or translations of terms.\u003c\/p\u003e\n\n\u003cp\u003eThe language of selling is not uniform. Each sales organization—whether for-profit or non-profit—has its unique terminology shaped by factors such as culture, industry, market sector, channels, competitors, and geography.\u003c\/p\u003e\n\n\u003cp\u003eTo standardize sales language, sellers must understand their products from the buyer’s perspective. Sales professionals and support roles must learn how prospective buyers and customers communicate—how they discuss problems, express feelings, and frame their needs.\u003c\/p\u003e\n\n\u003cp\u003eLanguage evolves continuously, influenced by culture, markets, and industries. Many terms in the \u003ccite\u003eDictionary\u003c\/cite\u003e reflect this evolution and will continue to change over time.\u003c\/p\u003e\n\n\u003cp\u003eThe \u003ccite\u003eDictionary\u003c\/cite\u003e includes both legacy and current terms, with entries addressing the growing impact of technology and automation on sales and operations. These include concepts like buyer enablement, content management systems, contract lifecycle management, and customer relationship management.\u003c\/p\u003e\n\n\u003cp\u003eCross-functional terminology is also covered, reflecting departments that support sales organizations. Examples include Finance (revenue, gross profit, price), Marketing (promotion), Legal (compliance, governance, risk), Manufacturing (quality), and Ethics-related terms.\u003c\/p\u003e\n\n\u003cp\u003eSales professionals—including Chief Sales Officers, field and inside salespeople, frontline managers, Chief Learning Officers, Sales Enablement and Operations Directors, Key Account Managers, and Business Development Directors—as well as marketing professionals, will find this dictionary invaluable.\u003c\/p\u003e\n\n\u003cp\u003eThe \u003ccite\u003eDictionary\u003c\/cite\u003e is also a vital resource for professionals in Supply Chain and Procurement, as well as those in supporting roles such as Finance, Legal, Accounting, Operations, and Human Resources. It helps all stakeholders gain a deeper understanding of the challenges faced by sales professionals and buyers.\u003c\/p\u003e\n\n\u003cp\u003eLifelong learning and intentional growth are essential to staying at the top of your game. Mastering the craft of your role includes learning its language, making this dictionary an indispensable tool.\u003c\/p\u003e\n\n\u003cp\u003eIf you have suggestions for words to include in the next edition of the \u003ccite\u003eDictionary\u003c\/cite\u003e, \u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/DST_new_submission_term.pdf?v=1629783904\" target=\"_blank\" rel=\"noopener noreferrer\"\u003eplease fill out this form\u003c\/a\u003e.\u003c\/p\u003e"}

{"id":1973272641,"title":"Sales Eats First","handle":"sef","description":"\u003cp\u003e\u003ccite\u003eSales Eats First\u003c\/cite\u003e examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously venture into areas of complexity and risk, and then inject their intellectual capital into the value propositions that benefit both customers and their own companies.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWebsite: \u003c\/strong\u003eThe book has its own website! To view it \u003ca href=\"http:\/\/www.saleseatsfirst.com\/\" data-mce-href=\"http:\/\/www.saleseatsfirst.com\/\" target=\"_blank\"\u003eclick here\u003c\/a\u003e.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eReview:\u003c\/strong\u003e \u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/velsum12_bookreview_copy.pdf?158\" data-mce-href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/velsum12_bookreview_copy.pdf?158\"\u003eRead a rave review by Cameron Hyde, Senior Vice President of global account operations at Xerox Corp\u003c\/a\u003e.\u003c\/p\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-08-31T20:24:39-04:00","vendor":"Wessex Press","type":"Book","tags":["Professional Titles","Sales \u0026 Account Management"],"price":1770,"price_min":1770,"price_max":2170,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":21198344199,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-0-9833300-2-8","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sales Eats First - Softcover","public_title":"Softcover","options":["Softcover"],"price":2170,"weight":349,"compare_at_price":null,"inventory_quantity":-303,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-2-8","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":45681190994178,"title":"E-Book","option1":"E-Book","option2":null,"option3":null,"sku":"0001-F58A-C977-CD19:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Sales Eats First - E-Book","public_title":"E-Book","options":["E-Book"],"price":1770,"weight":16,"compare_at_price":null,"inventory_quantity":-32,"inventory_management":null,"inventory_policy":"deny","barcode":"979-8-9917144-0-2","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/files\/sales-eats-first-cover.png?v=1732121049"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/files\/sales-eats-first-cover.png?v=1732121049","options":["Format"],"media":[{"alt":null,"id":34530366259458,"position":1,"preview_image":{"aspect_ratio":0.667,"height":1800,"width":1200,"src":"\/\/wessexlearning.com\/cdn\/shop\/files\/sales-eats-first-cover.png?v=1732121049"},"aspect_ratio":0.667,"height":1800,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/files\/sales-eats-first-cover.png?v=1732121049","width":1200}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003ccite\u003eSales Eats First\u003c\/cite\u003e examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously venture into areas of complexity and risk, and then inject their intellectual capital into the value propositions that benefit both customers and their own companies.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWebsite: \u003c\/strong\u003eThe book has its own website! To view it \u003ca href=\"http:\/\/www.saleseatsfirst.com\/\" data-mce-href=\"http:\/\/www.saleseatsfirst.com\/\" target=\"_blank\"\u003eclick here\u003c\/a\u003e.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eReview:\u003c\/strong\u003e \u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/velsum12_bookreview_copy.pdf?158\" data-mce-href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/velsum12_bookreview_copy.pdf?158\"\u003eRead a rave review by Cameron Hyde, Senior Vice President of global account operations at Xerox Corp\u003c\/a\u003e.\u003c\/p\u003e"}

{"id":2015605313,"title":"Managing Global Accounts","handle":"mga2","description":"\u003cp\u003e\u003ccite\u003eManaging Global Accounts\u003c\/cite\u003e will help you address the challenges of dealing with global customers. As globalization takes hold, several things happen: customers become more demanding and sophisticated, competition intensifies, business becomes more complex and fast-changing, and highly competent global account managers are in short supply. The managerial challenges of competing in a global marketplace are significantly more difficult than those of competing domestically. Life is especially tough when a corporation is not centrally focused on the global customer, and when corporate personnel across functions and locations around the world fail to understand this priority.\u003c\/p\u003e\n\u003cp\u003eTo \"get it\" means to understand at a visceral level that success or failure with global customers may be synonymous with the success or failure of the entire enterprise. Unless all employees are aligned and focused on the firm’s relationships with its global customers, competitors who do \"get it\" will surpass them. Indeed, competitive advantage based on building global supplier-customer relationships may be more enduring than advantages based on products or services. Companies can cancel products, but they are far less likely to sever ties with people—especially those who have served them well. However, the promise of long-term, sustainable competitive advantage can only be realized if the firm genuinely prioritizes serving the global customer. No matter where they are located, all employees must understand they are competing in a global world and that success with global customers is the Holy Grail. They must cast off the shackles of ethnocentrism and nationalism ingrained in their youth and embrace the global challenge. Not only should they defend their turf against global competitors, but they must also actively contribute to the success of their global customers. In pursuing this goal, they may develop a global account management system that itself becomes a source of competitive advantage.\u003c\/p\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-09-07T13:10:43-04:00","vendor":"Wessex Press","type":"Book","tags":["Professional Titles","Sales \u0026 Account Management"],"price":2395,"price_min":2395,"price_max":2895,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":21198341447,"title":"Softcover (B\u0026W)","option1":"Softcover (B\u0026W)","option2":null,"option3":null,"sku":"978-0-9797344-3-4","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Managing Global Accounts - Softcover (B\u0026W)","public_title":"Softcover (B\u0026W)","options":["Softcover (B\u0026W)"],"price":2895,"weight":349,"compare_at_price":null,"inventory_quantity":-138,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9797344-3-4","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":45681190830338,"title":"E-Book","option1":"E-Book","option2":null,"option3":null,"sku":"0001-F582-2A4E-B486:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Managing Global Accounts - E-Book","public_title":"E-Book","options":["E-Book"],"price":2395,"weight":28,"compare_at_price":null,"inventory_quantity":-25,"inventory_management":null,"inventory_policy":"deny","barcode":"979-8-9910651-9-1","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/files\/managing-global-accounts-cover.png?v=1732044487"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/files\/managing-global-accounts-cover.png?v=1732044487","options":["Format"],"media":[{"alt":null,"id":34526558519554,"position":1,"preview_image":{"aspect_ratio":0.667,"height":2160,"width":1440,"src":"\/\/wessexlearning.com\/cdn\/shop\/files\/managing-global-accounts-cover.png?v=1732044487"},"aspect_ratio":0.667,"height":2160,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/files\/managing-global-accounts-cover.png?v=1732044487","width":1440}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003ccite\u003eManaging Global Accounts\u003c\/cite\u003e will help you address the challenges of dealing with global customers. As globalization takes hold, several things happen: customers become more demanding and sophisticated, competition intensifies, business becomes more complex and fast-changing, and highly competent global account managers are in short supply. The managerial challenges of competing in a global marketplace are significantly more difficult than those of competing domestically. Life is especially tough when a corporation is not centrally focused on the global customer, and when corporate personnel across functions and locations around the world fail to understand this priority.\u003c\/p\u003e\n\u003cp\u003eTo \"get it\" means to understand at a visceral level that success or failure with global customers may be synonymous with the success or failure of the entire enterprise. Unless all employees are aligned and focused on the firm’s relationships with its global customers, competitors who do \"get it\" will surpass them. Indeed, competitive advantage based on building global supplier-customer relationships may be more enduring than advantages based on products or services. Companies can cancel products, but they are far less likely to sever ties with people—especially those who have served them well. However, the promise of long-term, sustainable competitive advantage can only be realized if the firm genuinely prioritizes serving the global customer. No matter where they are located, all employees must understand they are competing in a global world and that success with global customers is the Holy Grail. They must cast off the shackles of ethnocentrism and nationalism ingrained in their youth and embrace the global challenge. Not only should they defend their turf against global competitors, but they must also actively contribute to the success of their global customers. In pursuing this goal, they may develop a global account management system that itself becomes a source of competitive advantage.\u003c\/p\u003e"}

{"id":7567347417346,"title":"Wessex Key Account Fundamentals Bundle","handle":"wessex-sam2win-bundle","description":"In this bundle, students get the ultimate combination of resources to learn how to sell to large customer accounts. It combines three incredible books on account management with an online account management simulation. The books have been carefully selected to help students learn the language, key models, principles, tools and case examples of account management using both written and video teaching methods. The simulation brings the learning to life by enabling students to compete against each other for the business of a global account, injecting a lot of fun to the student experience as well. Together, they allow students to learn and practice how to be a world-class account manager while all-the-time building their confidence in this critical area of selling. Note: each item must be bought separately. \u003cbr\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eManaging Global Accounts\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eAs globalization takes hold several things happen; customers are more demanding and sophisticated, competition gets tougher, business is more complex and fast changing, and highly competent global account managers are in short supply. The managerial challenges of competing in a global world are more difficult in orders of magnitude than competing domestically. Life is especially tough when the corporation is not centrally focused on the global customer when corporate personnel across functions and around the world do not get it. To get it means understanding at a visceral level that success or failure with global customers maybe synonymous with success or failure of the entire enterprise. Unless all employees are focused in the firms relationship with its global customers, competitors that do get it will surpass them. Indeed, competitive advantage based on building global supplier customer relationships may be longer-lasting than competitive advantage based on products or services. Companies cancel products but they less easily cancel people, especially those that have served them well. But the promise of long-run sustainable competitive advantage can be secured only if the firm truly focuses in serving the global customer. No matter where they are located, all firm employees must understand they are competing in a global world and that success with global customers is the Holy Grail. They must throw off the shackles of ethno-centrism and nationalism acquired in their youths, and embrace the global challenge. Not only should they defend their turf against global competitors but they must do what they can to make their global customers succeed. In pursuing this goal, they may develop a global account management system that in itself becomes a competitive advantage.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eThe Dictionary of Selling Terminology\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003e\u003ci\u003eThe Dictionary of Selling Terminology (DST or Dictionary) \u003c\/i\u003e provides a comprehensive reference list of the terminology and definitions used by both sellers and buyers on a global basis. The goal to address the necessity for a standardized and universal language to mitigate the confusion and ambiguity inherent in the selling and buying language due to definitional differences.\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eStandardized terminology is a common language, nomenclature, classification, or taxonomy that depends on a uniform use of correct terminology to bring clarity to terms that are unclear and could have several possible versions in the source language or several versions of translation.\u003c\/p\u003e\n\u003cp\u003eThe language of selling is not a single language. In fact, every sales organization, either for-profit or not-for-profit, has a different and unique language for the selling process based on organizational factors such as culture, industry, market sector or segment, channels, competitors, and geography.\u003c\/p\u003e\n\u003cp\u003eHowever, in order to standardize the sales language, the seller’s sales organization needs to understand the product from the buyer’s perspective. To identify the core buying emotions, sales professionals, and those serving in supporting roles to the sales organization, need to learn the language of prospective buyers and current customers — the way they talk, the way they discuss their problems, and the way they feel about certain subjects, and so on.\u003c\/p\u003e\n\u003cp\u003eBecause of the way that language works as a living entity that continually changes, it is important to note that many of the terms included in the \u003ci\u003eDictionary\u003c\/i\u003e will continue to evolve as the result of numerous factors such as culture, markets, and industries.\u003c\/p\u003e\n\u003cp\u003eBoth legacy and current terms are included in the \u003ci\u003eDictionary.\u003c\/i\u003e Numerous entries reflect the increasing influence of technology and automation on enablement and operational processes including buyer enablement, content management systems, contract lifecycle management, and customer relationship management.\u003c\/p\u003e\n\u003cp\u003eIn addition, the terms inherent in the cross-functional departments which support the sales organization are included. The cross-disciplinary terms include: Finance —revenue, gross profit, and price, and Marketing — promotion; Legal — rules, regulations, compliance, governance, and risk; Manufacturing —quality as well as numerous Ethics terms.\u003c\/p\u003e\n\u003cp\u003eSales professionals, including Chief Sales Officers, Field and Inside salespeople, Frontline Sales Managers, Chief Learning Officers, Sales Enablement and Operations Directors, Key Account Managers, Business Development Directors, as well as marketing professionals will benefit from this definitive dictionary.\u003c\/p\u003e\n\u003cp\u003eThe \u003ci\u003eDictionary\u003c\/i\u003e is also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions.\u003c\/p\u003e\n\u003cp\u003eAlso, those professionals who serve in supporting functional roles such as Finance, Legal, Accounting, Operations, Human Resources, and all of the internal and external stakeholders will gain a deeper knowledge, understanding and appreciation of what it is like to walk in the shoes of the sales professional and the buyer.\u003c\/p\u003e\n\u003cp\u003eNo one rises to the top and stays on top of their game without lifelong learning and intentional growth initiatives. If you want to be more effective and efficient in your professional role, whatever that role is, you need to study and master the craft, which includes the language.\u003c\/p\u003e\n\u003cp\u003eIf you have a suggestion on a word to add to the next edition of the Dictionary,\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/DST_new_submission_term.pdf?v=1629783904\" target=\"_blank\"\u003eplease fill out this form and send to us.\u003c\/a\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eSAM2WIN\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eMarket2Win (M2W) simulations are virtual training tools which allow the participants to take the role of a sales, finance, key account, marketing, or other departmental role under conditions defined by limited time and information to reinforce the requisite knowledge, skills, and abilities. Numerous games may be run simultaneously thus making simulations a cost-effective training method.\u003c\/p\u003e\n\u003cp\u003eThe learning methodology underlying the Market2Win simulations was designed and developed by Professor Malcolm Donald, Emeritus Cranfield University based upon his key account and marketing expertise in both an academic and business context combined with the expertise of Edmund Bradford, Managing Director, Market2Win (M2W) gained throughout his 30+ year career.\u003c\/p\u003e\n\u003cp\u003eSimulations emulate the real work environment through experiential learning. The M2W simulations are built with deep learning processes which entails all forms of learning where the participant is behaviorally and cognitively challenged. Simulations complement theoretical education by providing a dynamic, interactive risk-free learning environment.\u003c\/p\u003e\n\u003cp\u003eThe purpose is to bring “real-world” learning into live or virtual classrooms and put the participants through a myriad of different experiences and measuring performance, providing feedback and recommendations. Research shows that 70% of what is learned is from experience, 20% is from social interactions and 10% is from traditional learning sources.\u003c\/p\u003e\n\u003cp\u003eThe M2W simulations are designed to address the processes, procedures, and methods requisite to developing a viable strategy as well as how to effectively execute the go-to-market strategy and action plan in a game format. Also, the M2W simulations are designed to provide extensive application of the knowledge, skills, abilities, tools, and analytics required for successful management of a key account, sales and\/or marketing function. Templates are provided for analysis, strategy specification, tactical execution, and real-time analytics.\u003c\/p\u003e\n\u003cp\u003eSimulations make learning new skills fun while creating favorable emotions with the learner and the training content. The participants acquire knowledge faster, and retain the knowledge longer, because they can experience and apply the concepts learned in a realistic real world, in a controlled environment. Participants can make mistakes and learn from them by experimenting with new methods to address the same issue. The moment participants become confident in their new abilities based on the outcomes of their decisions, typically they become capable of making lasting changes.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e","published_at":"2022-03-09T19:12:24-05:00","created_at":"2022-01-24T12:19:40-05:00","vendor":"Wessex Press","type":"Bundle","tags":["new","Professional Titles","Sales \u0026 Account Management"],"price":16800,"price_min":16800,"price_max":16800,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":42336962183426,"title":"Default Title","option1":"Default Title","option2":null,"option3":null,"sku":null,"requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Wessex Key Account Fundamentals Bundle","public_title":null,"options":["Default Title"],"price":16800,"weight":0,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555","options":["Title"],"media":[{"alt":null,"id":30099778765058,"position":1,"preview_image":{"aspect_ratio":0.773,"height":660,"width":510,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555"},"aspect_ratio":0.773,"height":660,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555","width":510}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"In this bundle, students get the ultimate combination of resources to learn how to sell to large customer accounts. It combines three incredible books on account management with an online account management simulation. The books have been carefully selected to help students learn the language, key models, principles, tools and case examples of account management using both written and video teaching methods. The simulation brings the learning to life by enabling students to compete against each other for the business of a global account, injecting a lot of fun to the student experience as well. Together, they allow students to learn and practice how to be a world-class account manager while all-the-time building their confidence in this critical area of selling. Note: each item must be bought separately. \u003cbr\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eManaging Global Accounts\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eAs globalization takes hold several things happen; customers are more demanding and sophisticated, competition gets tougher, business is more complex and fast changing, and highly competent global account managers are in short supply. The managerial challenges of competing in a global world are more difficult in orders of magnitude than competing domestically. Life is especially tough when the corporation is not centrally focused on the global customer when corporate personnel across functions and around the world do not get it. To get it means understanding at a visceral level that success or failure with global customers maybe synonymous with success or failure of the entire enterprise. Unless all employees are focused in the firms relationship with its global customers, competitors that do get it will surpass them. Indeed, competitive advantage based on building global supplier customer relationships may be longer-lasting than competitive advantage based on products or services. Companies cancel products but they less easily cancel people, especially those that have served them well. But the promise of long-run sustainable competitive advantage can be secured only if the firm truly focuses in serving the global customer. No matter where they are located, all firm employees must understand they are competing in a global world and that success with global customers is the Holy Grail. They must throw off the shackles of ethno-centrism and nationalism acquired in their youths, and embrace the global challenge. Not only should they defend their turf against global competitors but they must do what they can to make their global customers succeed. In pursuing this goal, they may develop a global account management system that in itself becomes a competitive advantage.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eThe Dictionary of Selling Terminology\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003e\u003ci\u003eThe Dictionary of Selling Terminology (DST or Dictionary) \u003c\/i\u003e provides a comprehensive reference list of the terminology and definitions used by both sellers and buyers on a global basis. The goal to address the necessity for a standardized and universal language to mitigate the confusion and ambiguity inherent in the selling and buying language due to definitional differences.\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eStandardized terminology is a common language, nomenclature, classification, or taxonomy that depends on a uniform use of correct terminology to bring clarity to terms that are unclear and could have several possible versions in the source language or several versions of translation.\u003c\/p\u003e\n\u003cp\u003eThe language of selling is not a single language. In fact, every sales organization, either for-profit or not-for-profit, has a different and unique language for the selling process based on organizational factors such as culture, industry, market sector or segment, channels, competitors, and geography.\u003c\/p\u003e\n\u003cp\u003eHowever, in order to standardize the sales language, the seller’s sales organization needs to understand the product from the buyer’s perspective. To identify the core buying emotions, sales professionals, and those serving in supporting roles to the sales organization, need to learn the language of prospective buyers and current customers — the way they talk, the way they discuss their problems, and the way they feel about certain subjects, and so on.\u003c\/p\u003e\n\u003cp\u003eBecause of the way that language works as a living entity that continually changes, it is important to note that many of the terms included in the \u003ci\u003eDictionary\u003c\/i\u003e will continue to evolve as the result of numerous factors such as culture, markets, and industries.\u003c\/p\u003e\n\u003cp\u003eBoth legacy and current terms are included in the \u003ci\u003eDictionary.\u003c\/i\u003e Numerous entries reflect the increasing influence of technology and automation on enablement and operational processes including buyer enablement, content management systems, contract lifecycle management, and customer relationship management.\u003c\/p\u003e\n\u003cp\u003eIn addition, the terms inherent in the cross-functional departments which support the sales organization are included. The cross-disciplinary terms include: Finance —revenue, gross profit, and price, and Marketing — promotion; Legal — rules, regulations, compliance, governance, and risk; Manufacturing —quality as well as numerous Ethics terms.\u003c\/p\u003e\n\u003cp\u003eSales professionals, including Chief Sales Officers, Field and Inside salespeople, Frontline Sales Managers, Chief Learning Officers, Sales Enablement and Operations Directors, Key Account Managers, Business Development Directors, as well as marketing professionals will benefit from this definitive dictionary.\u003c\/p\u003e\n\u003cp\u003eThe \u003ci\u003eDictionary\u003c\/i\u003e is also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions.\u003c\/p\u003e\n\u003cp\u003eAlso, those professionals who serve in supporting functional roles such as Finance, Legal, Accounting, Operations, Human Resources, and all of the internal and external stakeholders will gain a deeper knowledge, understanding and appreciation of what it is like to walk in the shoes of the sales professional and the buyer.\u003c\/p\u003e\n\u003cp\u003eNo one rises to the top and stays on top of their game without lifelong learning and intentional growth initiatives. If you want to be more effective and efficient in your professional role, whatever that role is, you need to study and master the craft, which includes the language.\u003c\/p\u003e\n\u003cp\u003eIf you have a suggestion on a word to add to the next edition of the Dictionary,\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/DST_new_submission_term.pdf?v=1629783904\" target=\"_blank\"\u003eplease fill out this form and send to us.\u003c\/a\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eSAM2WIN\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eMarket2Win (M2W) simulations are virtual training tools which allow the participants to take the role of a sales, finance, key account, marketing, or other departmental role under conditions defined by limited time and information to reinforce the requisite knowledge, skills, and abilities. Numerous games may be run simultaneously thus making simulations a cost-effective training method.\u003c\/p\u003e\n\u003cp\u003eThe learning methodology underlying the Market2Win simulations was designed and developed by Professor Malcolm Donald, Emeritus Cranfield University based upon his key account and marketing expertise in both an academic and business context combined with the expertise of Edmund Bradford, Managing Director, Market2Win (M2W) gained throughout his 30+ year career.\u003c\/p\u003e\n\u003cp\u003eSimulations emulate the real work environment through experiential learning. The M2W simulations are built with deep learning processes which entails all forms of learning where the participant is behaviorally and cognitively challenged. Simulations complement theoretical education by providing a dynamic, interactive risk-free learning environment.\u003c\/p\u003e\n\u003cp\u003eThe purpose is to bring “real-world” learning into live or virtual classrooms and put the participants through a myriad of different experiences and measuring performance, providing feedback and recommendations. Research shows that 70% of what is learned is from experience, 20% is from social interactions and 10% is from traditional learning sources.\u003c\/p\u003e\n\u003cp\u003eThe M2W simulations are designed to address the processes, procedures, and methods requisite to developing a viable strategy as well as how to effectively execute the go-to-market strategy and action plan in a game format. Also, the M2W simulations are designed to provide extensive application of the knowledge, skills, abilities, tools, and analytics required for successful management of a key account, sales and\/or marketing function. Templates are provided for analysis, strategy specification, tactical execution, and real-time analytics.\u003c\/p\u003e\n\u003cp\u003eSimulations make learning new skills fun while creating favorable emotions with the learner and the training content. The participants acquire knowledge faster, and retain the knowledge longer, because they can experience and apply the concepts learned in a realistic real world, in a controlled environment. Participants can make mistakes and learn from them by experimenting with new methods to address the same issue. The moment participants become confident in their new abilities based on the outcomes of their decisions, typically they become capable of making lasting changes.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e"}

{"id":7789102137602,"title":"Los Clientes Ganan, Los Proveedores Ganan","handle":"copy-of-customers-win-suppliers-win-lessons-from-one-of-ibm-s-most-successful-strategic-account-managers","description":"\u003cp\u003eEn este libro, Noel Capon, el principal experto académico del mundo en gestión de cuentas, colabora con Gus Maikish, un extraordinario gestor de cuentas global, para ofrecer una guía integral para alcanzar la excelencia en la gestión de cuentas. El libro aborda temas clave, incluidos los desafíos del capital intelectual, los requisitos de liderazgo y las dimensiones éticas, a menudo pasadas por alto, que son esenciales para lograr resultados beneficiosos para proveedores y clientes.\u003c\/p\u003e\n\u003cp\u003eTraducción realizada por Daniel Alejandro de Regil Reyna.\u003c\/p\u003e","published_at":"2022-08-29T19:43:20-04:00","created_at":"2022-08-29T19:41:14-04:00","vendor":"Wessex Press","type":"Book","tags":["International","new","Professional Titles","Sales \u0026 Account Management"],"price":2500,"price_min":2500,"price_max":4500,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":43153391780098,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"979-8-9854822-5-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Los Clientes Ganan, Los Proveedores Ganan - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":4500,"weight":1361,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"979-8-9854822-5-6","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":43153391812866,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"979-8-9854822-6-3","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Los Clientes Ganan, Los Proveedores Ganan - Softcover","public_title":"Softcover","options":["Softcover"],"price":2800,"weight":1361,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"979-8-9854822-6-3","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":45681189060866,"title":"E-Book","option1":"E-Book","option2":null,"option3":null,"sku":"0002-B7EE-AE7F-9A1F:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Los Clientes Ganan, Los Proveedores Ganan - E-Book","public_title":"E-Book","options":["E-Book"],"price":2500,"weight":1361,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"979-8-9854822-7-0","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/files\/los-clientes-ganan_-los-proveedores-ganan-cover.png?v=1732115800"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/files\/los-clientes-ganan_-los-proveedores-ganan-cover.png?v=1732115800","options":["Format"],"media":[{"alt":null,"id":34530003976450,"position":1,"preview_image":{"aspect_ratio":0.7,"height":3000,"width":2100,"src":"\/\/wessexlearning.com\/cdn\/shop\/files\/los-clientes-ganan_-los-proveedores-ganan-cover.png?v=1732115800"},"aspect_ratio":0.7,"height":3000,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/files\/los-clientes-ganan_-los-proveedores-ganan-cover.png?v=1732115800","width":2100}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003eEn este libro, Noel Capon, el principal experto académico del mundo en gestión de cuentas, colabora con Gus Maikish, un extraordinario gestor de cuentas global, para ofrecer una guía integral para alcanzar la excelencia en la gestión de cuentas. El libro aborda temas clave, incluidos los desafíos del capital intelectual, los requisitos de liderazgo y las dimensiones éticas, a menudo pasadas por alto, que son esenciales para lograr resultados beneficiosos para proveedores y clientes.\u003c\/p\u003e\n\u003cp\u003eTraducción realizada por Daniel Alejandro de Regil Reyna.\u003c\/p\u003e"}