ENGLISH

Key Account Management : the Definitive Guide

By McDonald , Diana , Malcolm; Woodburn

Book information

Publisher
Wiley
Year
2012
ISBN
978-0-470-97415-5, 35-2011-658-8, 978-0-470-97475-9, 978-0-470-97473-5, 978-0-470-97472-8, 0470974729, 0470974737, 0470974753, 9781119207252, 1119207258, 047097415X
Language
english
Format
PDF
Filesize
7 MB (7225291 bytes)
Edition
3rd Edition, Revised and Updated
Pages
498\498
Time added
2016-01-24 03:00:00
Marketing -- Key accounts. Selling -- Key accounts

Description

""This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling."" Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known autho. �Read more... Abstract: 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. �Read more...

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