Key Account Management - Malcolm McDonald

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Je staat op het punt om Key Account Management in epub helemaal gratis te downloaden. Een boek van auteur Malcolm McDonald dat is gepubliceerd op 2012-11-13. Als je het online wilt vinden, kun je het zoeken met ISBN 9780470974735. Het heeft 496 pagina's en is in Nederlands taal. Je kunt het krijgen in PDF, epub, mobi, kindle en vele andere formaten.

Samenvatting van het boek

"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 they really understand what they are supposed to be doing. Anything less is just old-fashioned selling."br/br/Developing successful business-to-business relationships with more 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 by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at:bulletlistbulletWhy has account management become so critical to commercial success?bulletWhat are the key challenges and how do successful companies respond?bulletWhat part does key account management play in strategic planning?bulletHow do companies build profitable relationships with their customers?bulletHow does key account management actually work?bulletWhat does a successful key account manager look like and what skills does he/she need?bulletHow should key account managers be evaluated and rewarded?bulletHow do companies achieve key account management? /bulletlistbr/br/By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management.br/br/Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.

Belangrijke feiten over het ebook

Titel van het boek: "Key Account Management"
Auteur van het boek: Malcolm McDonald
ISBN: 9780470974735
Language: Nederlands
Totaal aantal pagina's: 496
Datum van uitgave: 2012-11-13
Bestandsformaten: PDF - ePub - Kindle
Beschikbaarheid: Beschikbaar voor directe download
Categorie: Economie en financiën

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