Beschreibung Key Account Management: The Definitive Guide. 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.
Key Account Management ~ Key Account Management The Definitive Guide Second edition Malcolm McDonald and Diana Woodburn AMSTERDAM ⢠BOSTON ⢠HEIDELBERG ⢠LONDON ⢠NEW YORK ⢠OXFORD PARIS ⢠SAN DIEGO ⢠SAN FRANCISCO ⢠SINGAPORE ⢠SYDNEY ⢠TOKYO Butterworth-Heinemann is an imprint of Elsevier Prelims-H6246.qxd 10/7/06 11:31 AM Page iii. Butterworth-Heinemann is an imprint of Elsevier Linacre House .
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Key Account Management â The Definitive Guide / SpringerLink ~ Download PDF. Download PDF. Book Review; Published: 23 July 2007; Key Account Management â The Definitive Guide. Reviewed by Keir Woolhouse Journal of Direct, Data and Digital Marketing Practice volume 9, pages 112 â 114 (2007)Cite this article. 831 Accesses. Metrics details. Malcolm McDonald, Diana Woodburn Butterworth Heinemann, 2nd edn, 2007; paperback; ÂŁ29. 99; 383pp ISBN 10: 0-7506 .
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