Articoli correlati a Key Customers: How to Manage Them Profitably
Sinossi
Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. 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.
In particular 'Key Customers' looks at:
* why has key account management become so critical to commercial success?
* what are the key challenges and how do successful companies respond?
* why is it vital to understand the role of key account management in strategic planning?
* do you know what strategy your customer has for your company?
By addressing these key questions McDonald, Rogers and Woodburn draw out the business issues that really matter - from developing a customer classification system that really works, analysing the needs of key accounts, developing the skills of key account managers to how systems for implementing key account plans can be developed. Throughout the book the emphasis is on clarifying and articulating the key concepts to give the reader the tools to apply in the marketplace. The 'real world' approach is based on best practice from leading companies globally and the latest research from the renowned Cranfield School of Management.
'Key Customers' comes from authors with an international reputation in this field and is an essential guide to customer management for marketing and sales executives, and all senior management with strategic responsibility. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student.
Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.
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Key Customers: How to manage them profitably
Editore:
Butterworth-Heinemann, 2000
ISBN 10: 0750646152
ISBN 13: 9780750646154
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Key Customers: How to Manage Them Profitably (CIM Professional Development)
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ISBN 13: 9780750646154
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Key Customers: How to Manage Them Profitably (CIM Professional Development)
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ISBN 10: 0750646152
ISBN 13: 9780750646154
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Key Customers: How to Manage Them Profitably (CIM Professional Development)
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Butterworth-Heinemann Ltd 04/07/2000, 2000
ISBN 10: 0750646152
ISBN 13: 9780750646154
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Key Customers: How to Manage Them Profitably (CIM Professional Development)
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Butterworth-Heinemann Ltd, 2000
ISBN 10: 0750646152
ISBN 13: 9780750646154
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Paperback. Condizione: Used; Very Good. ***Simply Brit*** Welcome to our online used book store, where affordability meets great quality. Dive into a world of captivating reads without breaking the bank. We take pride in offering a wide selection of used books, from classics to hidden gems, ensuring there is something for every literary palate. All orders are shipped within 24 hours and our lightning fast-delivery within 48 hours coupled with our prompt customer service ensures a smooth journey from ordering to delivery. Discover the joy of reading with us, your trusted source for affordable books that do not compromise on quality. Codice articolo 4185998
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Key Customers: How to Manage Them Profitably
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ISBN 13: 9780750646154
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Condizione: Good. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. Clean from markings. In good all round condition. Please note the Image in this listing is a stock photo and may not match the covers of the actual item,750grams, ISBN:9780750646154. Codice articolo 9197965
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Key Customers: How to Manage Them Profitably
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ISBN 13: 9780750646154
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Da: Anybook.com, Lincoln, Regno Unito
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Condizione: Good. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. Clean from markings. In good all round condition. Please note the Image in this listing is a stock photo and may not match the covers of the actual item,750grams, ISBN:9780750646154. Codice articolo 9197964
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Key Customers: How to Manage Them Profitably
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ISBN 13: 9780750646154
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Key Customers : How to Manage Them Profitably
Editore:
Butterworth-Heinemann Limited, 2000
ISBN 10: 0750646152
ISBN 13: 9780750646154
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