Key account management
the definitive guide
3rd ed.
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Author
Contributions
- McDonald, Malcolm - Contributor
Publication
2011 - Wiley, Chichester, West Sussex, U.K, England
Language
English
Word Count
119,000 words, Guess
Page Count
476 pages
Identifiers
- ISBN-10047097415X
- ISBN-139780470974155
- Library of Congress Control Number2010045341
- OCLC Control Number671573462
- Better World Books9780470974155
and 1 more
- Open LibraryOL25008297M
Classifications
- DDC658.8/04
- LCCHF5438.8.K48 M35 2011
- LCCHF5438.8.K48
Description
"This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager."-- "This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager"--
Subjects
Topics
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