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Key Account Management
Malcolm McDonald
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Description for Key Account Management
Paperback. 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. Num Pages: 496 pages, ill. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 243 x 193 x 24. Weight in Grams: 1086.
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.
Product Details
Publisher
John Wiley and Sons Ltd United Kingdom
Number of pages
496
Format
Paperback
Publication date
2011
Condition
New
Weight
1086g
Number of Pages
496
Place of Publication
Chichester, United Kingdom
ISBN
9780470974155
SKU
V9780470974155
Shipping Time
Usually ships in 4 to 8 working days
Ref
99-3
About Malcolm McDonald
Diana Woodburn BSc MSc MBA FCIM Diana is the Managing Director of Marketing Best Practice, a Visiting Fellow at Cranfield School of Management and Associate Fellow at Warwick Business School. In 1998, together with Malcolm McDonald, she founded Cranfield's KAM Best Practice Research Club of blue-chip companies, which has proved a major driving force in understanding and advancing ... Read more
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