TY  - BOOK
AU  - Mcdonald Malcolm H.B
AU  - Rogers Beth
AU  - Woodburn Diana
TI  - Key Customers / How to Manage Them Profitably
SN  - 750646152
PY  - 2000///
PB  - Butterworth Heinemann
N2  - 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
ER  -