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Download the fantastic book titled Key Account Management written by Malcolm McDonald, available in its entirety in both PDF and EPUB formats for online reading. This page includes a concise summary, a preview of the book cover, and detailed information about "Key Account Management", which was released on 07 May 1998. We suggest perusing the summary before initiating your download. This book is a top selection for enthusiasts of the Business & Economics genre.

Summary of Key Account Management by Malcolm McDonald PDF

Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad. Based on extensive and unique research by Cranfield School of Management, Key Account Management presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization. Addresses one of the key new areas in strategic marketing practice Ideal for practitioners and students Based on the unique expertise of the Cranfield Marketing Faculty

Key Account Management

Detail About Key Account Management PDF

  • Author : Malcolm McDonald
  • Publisher : Anonim
  • Genre : Business & Economics
  • Total Pages : 194 pages
  • ISBN : 9780750632782
  • PDF File Size : 51,7 Mb
  • Language : English
  • Rating : 4/5 from 21 reviews

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Key Account Management

Key Account Management
  • Publisher : Unknown Publisher
  • File Size : 51,8 Mb
  • Release Date : 07 May 1998
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Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the

Key Account Management

Key Account Management
  • Publisher : John Wiley & Sons
  • File Size : 22,7 Mb
  • Release Date : 13 November 2012
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"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so

Key Account Management

Key Account Management
  • Publisher : Kogan Page Publishers
  • File Size : 36,8 Mb
  • Release Date : 03 February 2015
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An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are

Implementing Key Account Management

Implementing Key Account Management
  • Publisher : Kogan Page Publishers
  • File Size : 27,7 Mb
  • Release Date : 03 August 2018
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Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework

Key Account Management in Financial Services

Key Account Management in Financial Services
  • Publisher : Kogan Page Publishers
  • File Size : 45,5 Mb
  • Release Date : 07 May 2024
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Peter Cheverton's Key Account Management (3rd edition 2004) has established itself as the leading book on the subject. The idea for this new book was prompted by the huge up-take for

Key Account Management and Planning

Key Account Management and Planning
  • Publisher : Simon and Schuster
  • File Size : 29,7 Mb
  • Release Date : 15 June 2002
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The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts

Key Account Management

Key Account Management
  • Publisher : Kogan Page Publishers
  • File Size : 31,7 Mb
  • Release Date : 07 May 2024
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With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple

Key Account Management Excellence in Pharma & Medtech

Key Account Management Excellence in Pharma & Medtech
  • Publisher : Routledge
  • File Size : 37,5 Mb
  • Release Date : 27 February 2022
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Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech

Handbook of Strategic Account Management

Handbook of Strategic Account Management
  • Publisher : John Wiley & Sons
  • File Size : 51,6 Mb
  • Release Date : 17 March 2014
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A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in

The Seven Keys to Managing Strategic Accounts

The Seven Keys to Managing Strategic Accounts
  • Publisher : McGraw Hill Professional
  • File Size : 31,5 Mb
  • Release Date : 29 April 2003
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Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program