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An Intensive Look at Corporate IT Buyer Requirements: Selling Is Dead; It's All About Relationship Management Now!Published by: IDC Published: Apr. 25, 2007 - 45 Pages Table of ContentsTable of Contents IDC Opinion In This Study Introduction Methodology Respondent Demographics Situation Overview Key Issues to Be Explored Introduction Impact of Misalignment Between Selling and Buying Strategies Table: Buying/Selling Misalignment Survey Findings Prepurchase Activities Salespeople Technical Field People Others Prepurchase Sales Process Who Provides the Most Value? Sales Presentation Process Global Account Management Primary Account Manager Scope of Products/Services Expertise Ideal Account Manager Ideal Account Team Which Vendors Do a Good Job? Vendors That Need to Improve Their Sales Processes and Skills Positive Influence Negative Influence Key Changes to Make Impact on Business Impact on Selection of Vendors Postsales Ongoing Relationship Management Importance of Ongoing Relationship Management Vendors That Manage the Ongoing Relationship Particularly Well Vendors That Need to Improve their Relationship Management Skills Key Improvements for Relationship Management Skills Buying/Selling Alignment Impact of Lack of Buying/Selling Alignment The Hall of Shame: Account Manager Mistakes Hall of Fame: Your Favorite Account Manager Final Comments Future Outlook An Uncertain Outlook A Note on Sales Expenses and Profitability Essential Guidance Creating a New Sales Engagement Model Figure: Typical Sales Team Figure: IDC's Comprehensive Sales Organization Taxonomy Ideal Account Manager Ideal Account Team Figure: Enhanced Sales Team to Support IDC's New Sales Engagement Model Figure: Sales Team Headed by Project Manager to Support IDC's New Sales Engagement Model Account Management Best Practices The Basics Advanced Practices Critical Success Factors Compensation as a Key Driver Measurement Next Steps Learn More Related Research Synopsis AbstractThis document is about An Intensive Look at Corporate IT Buyer Requirements: Selling Is Dead; It's All About Relationship Management Now!Get Full Details About This Report >> |
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