Key account management : the definitive guide / Diana Woodburn and Malcolm McDonald
Publication details: Chichester, West Sussex, U.K. : Wiley, 2011.Edition: 3rd edDescription: xx, 476 p. : ill. ; 25 cmISBN:- 9780470974155 (pbk.)
- 047097415X (pbk.)
| Item type | Current library | Home library | Collection | Call number | Materials specified | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|---|---|---|
| AM | PERPUSTAKAAN TUN SERI LANANG | PERPUSTAKAAN TUN SERI LANANG KOLEKSI AM-P. TUN SERI LANANG (ARAS 5) | - | HF5438.8.K48M363 2011 (Browse shelf(Opens below)) | 1 | Available | 00002072414 |
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.'-- Provided by publisher.
'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'-- Provided by publisher.
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