Key Account Management in Business to Business Markets Book [PDF] Download

• Publisher : Springer Science & Business Media
• File Size : 38,5 Mb
• Release Date : 06 November 2007

Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but

• Publisher : John Wiley & Sons
• File Size : 23,8 Mb
• Release Date : 13 November 2012

"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

• Publisher : Kogan Page Publishers
• File Size : 27,8 Mb
• Release Date : 30 May 2024

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

• Publisher : Unknown Publisher
• File Size : 29,5 Mb
• Release Date : 30 May 1998

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

• Publisher : Kogan Page Publishers
• File Size : 34,6 Mb
• Release Date : 03 August 2018

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

• Publisher : Kogan Page Publishers
• File Size : 54,9 Mb
• Release Date : 30 May 2024

Global Account Management explains the challenges of establishing a global account strategy and guides the reader through the process of decisions and actions required to manage global accounts successfully. The

• Publisher : Simon and Schuster
• File Size : 49,7 Mb
• Release Date : 15 June 2002

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

• Publisher : John Wiley & Sons
• File Size : 22,6 Mb
• Release Date : 17 March 2014

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

• Publisher : Kogan Page Publishers
• File Size : 39,5 Mb
• Release Date : 03 February 2015

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

• Publisher : Edward Elgar Publishing
• File Size : 29,6 Mb
• Release Date : 15 July 2022

This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove