Key Customers / How to Manage Them Profitably
Key Customers / How to Manage Them Profitably
- 1st
- Butterworth Heinemann, 2000
- 322
The very best state-of-the art strategies are set out clearly in this book in a practical way that can be implemented in all organizations. Forward, Preface, Acknowledgements, Why Key Account Management, The Origins of Key Account Management, Key Relationship Development, The Buyer Perspective, Defining and Selecting Key Accounts, Key Account Analysis, Planning for Key Accounts and Measuring Profitability, Organizing for Key Account Management, The Key Account Manager, Processes for Implementing Key Account Management, Relationship Development Processes, Index.
750646152
The very best state-of-the art strategies are set out clearly in this book in a practical way that can be implemented in all organizations. Forward, Preface, Acknowledgements, Why Key Account Management, The Origins of Key Account Management, Key Relationship Development, The Buyer Perspective, Defining and Selecting Key Accounts, Key Account Analysis, Planning for Key Accounts and Measuring Profitability, Organizing for Key Account Management, The Key Account Manager, Processes for Implementing Key Account Management, Relationship Development Processes, Index.
750646152