{"product_id":"9781118509074","title":"Handbook of Strategic Account Management: A Comprehensive Resource","description":"\u003cp\u003e\u003cb\u003eA compilation of the established knowledge in strategic account management\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhile companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. \u003ci\u003eHandbook of Strategic Account Management\u003c\/i\u003e identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eHandbook of Strategic Account Management\u003c\/i\u003e is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative.\u003c\/p\u003e \u003cp\u003e\u003ci\u003e\"Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management.  This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships.\"\u003c\/i\u003e\u003cbr\u003e \u003cbr\u003e \u003cb\u003eBernard Quancard,\u003c\/b\u003e\u003cb\u003ePresident\u0026amp;CEO of SAMA\u003c\/b\u003e (US-based Strategic Account Management Association with over 3,000 members worldwide)\u003cbr\u003e \u003cbr\u003e \u003c\/p\u003e \u003cp\u003eYana Atanasova                Bjorn Ivens                         Toni Mikkola                    Ivan Snehota\u003cbr\u003e Audrey Bink                      Ove Jensen                         Stefanos Mouzas             Kaj Storbacka\u003cbr\u003e Per-Olof Brehmer              Robert Krapfel                     Peter Naudé                    Olavi Uusitalo\u003cbr\u003e Noel Capon                       Antonella La Rocca              Jukka Ojasalo                  Tom Vanderbiesen\u003cbr\u003e Simon Croom                    Sylvie Lacoste                    Ca\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47130243334384,"sku":"9781118509074","price":55.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781118509074_p0.jpg?v=1763694195","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781118509074","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}