Key Account Management: The Definitive Guide, 3rd Edition
Diana Woodburn, Malcolm McDonald, "Key Account Management: The Definitive Guide, 3rd Edition"
English | ISBN: 047097415X | 2011 | 496 pages | PDF | 7 MB
English | ISBN: 047097415X | 2011 | 496 pages | PDF | 7 MB
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.