Malcolm McDonald
Key Account Management: The Definitive Guide
- ISBN 13:
- 9780470974155
- author:
- Malcolm McDonald
- format:
- Paperback
- publisher:
- John Wiley & Sons
- language:
- English
- Publication Year:
- 2011
- Pages:
- 496
- Dimensions:
- 18.8 x 2.03 x 24.64 centimetres
- Genre:
- Business, Marketing, General,
- Condition:
- New
- Availability:
- Item usually sent within 10 working days
Description
Key Account Management: A Practical Guide to Success This comprehensive guide provides distilled wisdom for key account managers and their directors. It's essential reading for any organization claiming to practice key account management, as it ensures everyone involved truly understands the role. Developing successful business-to-business relationships in highly competitive markets requires more than traditional selling activity. The book outlines state-of-the-art strategies, drawn from extensive consultancy projects with leading companies worldwide. It addresses critical questions about key account management, including how to build profitable relationships and evaluate success. By addressing these key issues, the authors provide tools and processes for achieving key account management success. This practical guide is based on tough consultancy projects with some of the world's leading companies, ensuring that it delivers actionable advice for real-world challenges.
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