Key account management and planning: the comprehensive handbook for managing your company's most important strategic asset
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York [u.a.]
Free Press
2001
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XIV, 462 S. |
| ISBN: | 074321188X |
Staff View
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Record in the Search Index
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| adam_text | CONTENTS
Preface, xi Acknowledgments, xiii
I. INTRODUCTION
chapter one: The Rationale for Key Account Management 3
II. STRATEGY, ORGANIZATION, AND HUMAN RESOURCES
FOR KEY ACCOUNT MANAGEMENT
chapter two: Developing Strategy for the Firm s Customers 39
chapter three: Organizing for Key Account Management 70
chapter four: The Key Account Manager 106
III. SYSTEMS AND PROCESSES
chapter five: Key Account Planning: Analysis of the Key Account 141
chapter six: Key Account Planning: Analysis of Competition and
the Supplier Firm, Planning Assumptions, and Opportunities and Threats 190
chapter seven: The Key Account Strategy 221
chapter eight: Managing the Key Account Relationship 251
IV. CRITICAL ISSUES FOR KEY ACCOUNT MANAGEMENT
chapter nine: Partnering with Key Accounts 281
chapter ten: Global Account Management 308
Exercises, 345 Appendixes, 381 Notes, 415 Index, 451
|
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| author | Capon, Noel |
| author_facet | Capon, Noel |
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| dewey-full | 658.8/1 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/1 |
| dewey-search | 658.8/1 |
| dewey-sort | 3658.8 11 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
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| illustrated | Not Illustrated |
| indexdate | 2024-07-09T18:55:27Z |
| institution | BVB |
| isbn | 074321188X |
| language | English |
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| publishDate | 2001 |
| publishDateSearch | 2001 |
| publishDateSort | 2001 |
| publisher | Free Press |
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| spelling | Capon, Noel Verfasser aut Key account management and planning the comprehensive handbook for managing your company's most important strategic asset Noel Capon New York [u.a.] Free Press 2001 XIV, 462 S. txt rdacontent n rdamedia nc rdacarrier Marketing Key accounts Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf Kundengruppenmanagement (DE-588)4197319-7 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009567071&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Capon, Noel Key account management and planning the comprehensive handbook for managing your company's most important strategic asset Marketing Key accounts Kundengruppenmanagement (DE-588)4197319-7 gnd |
| subject_GND | (DE-588)4197319-7 |
| title | Key account management and planning the comprehensive handbook for managing your company's most important strategic asset |
| title_auth | Key account management and planning the comprehensive handbook for managing your company's most important strategic asset |
| title_exact_search | Key account management and planning the comprehensive handbook for managing your company's most important strategic asset |
| title_full | Key account management and planning the comprehensive handbook for managing your company's most important strategic asset Noel Capon |
| title_fullStr | Key account management and planning the comprehensive handbook for managing your company's most important strategic asset Noel Capon |
| title_full_unstemmed | Key account management and planning the comprehensive handbook for managing your company's most important strategic asset Noel Capon |
| title_short | Key account management and planning |
| title_sort | key account management and planning the comprehensive handbook for managing your company s most important strategic asset |
| title_sub | the comprehensive handbook for managing your company's most important strategic asset |
| topic | Marketing Key accounts Kundengruppenmanagement (DE-588)4197319-7 gnd |
| topic_facet | Marketing Key accounts Kundengruppenmanagement |
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