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 wh...
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| Format: | UnknownFormat |
| Sprache: | eng |
| Veröffentlicht: |
Chichester
Wiley
2011
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| Ausgabe: | 3rd ed., rev. and updated |
| Schlagworte: | |
| Online Zugang: | Inhaltsverzeichnis |
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Tag hinzufügen | Zusammenfassung: | "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"-- |
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| Beschreibung: | Includes bibliographical references and index Hier auch später erschienene, unveränderte Nachdrucke |
| Beschreibung: | XX, 476 S. graph. Darst. |
| ISBN: | 9780470974155 978-0-470-97415-5 9780470974759 978-0-470-97475-9 9780470974735 978-0-470-97473-5 9780470974728 978-0-470-97472-8 |