Key account management : the definitive guide /
Woodburn, Diana.
Key account management : the definitive guide / Diana Woodburn and Malcolm McDonald - 3rd ed. - Chichester, West Sussex, U.K. : Wiley, 2011. - xx, 476 p. : ill. ; 25 cm.
Includes bibliographical references and index.
'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'--
9780470974155 (pbk.) RM170.50 047097415X (pbk.)
Selling--Key accounts.
Marketing--Key accounts.
Key account management : the definitive guide / Diana Woodburn and Malcolm McDonald - 3rd ed. - Chichester, West Sussex, U.K. : Wiley, 2011. - xx, 476 p. : ill. ; 25 cm.
Includes bibliographical references and index.
'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'--
9780470974155 (pbk.) RM170.50 047097415X (pbk.)
Selling--Key accounts.
Marketing--Key accounts.