Key account management: the definitive guide
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Amsterdam [u.a.]
Elsevier
2007
|
| Edition: | 2. ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XXI, 389 S. graph. Darst. |
| ISBN: | 0750662468 9780750662468 |
Staff View
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Record in the Search Index
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| adam_text | Contents
Foreword vii
Acknowledgements ix
The purpose of this book xi
Before you read this book! xv
List of figures and tables xvii
1 The crucial role of key account management 1
2 Selecting and categorizing key customers 23
3 Relationship stages 51
4 Developing key relationships 83
5 The buyer perspective 109
6 Key account profitability 141
7 Key account analysis 169
8 Planning for key accounts 201
9 Processes making key account management work 237
10 The role and requirements of key account managers 281
11 Organizing for key account management 313
12 The origins of key account management 339
Further reading 357
Integrated fast track 363
Index 383
|
| adam_txt |
Contents
Foreword vii
Acknowledgements ix
The purpose of this book xi
Before you read this book! xv
List of figures and tables xvii
1 The crucial role of key account management 1
2 Selecting and categorizing key customers 23
3 Relationship stages 51
4 Developing key relationships 83
5 The buyer perspective 109
6 Key account profitability 141
7 Key account analysis 169
8 Planning for key accounts 201
9 Processes making key account management work 237
10 The role and requirements of key account managers 281
11 Organizing for key account management 313
12 The origins of key account management 339
Further reading 357
Integrated fast track 363
Index 383 |
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| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
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| discipline | Wirtschaftswissenschaften |
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| index_date | 2024-07-02T16:26:27Z |
| indexdate | 2024-07-09T20:52:25Z |
| institution | BVB |
| isbn | 0750662468 9780750662468 |
| language | English |
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| spelling | McDonald, Malcolm 1938- Verfasser (DE-588)118107585 aut Key account management the definitive guide Malcolm McDonald and Diana Woodburn 2. ed. Amsterdam [u.a.] Elsevier 2007 XXI, 389 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf Kundengruppenmanagement (DE-588)4197319-7 s DE-604 Woodburn, Diana Verfasser (DE-588)104983528X aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015420293&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
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| title | Key account management the definitive guide |
| title_auth | Key account management the definitive guide |
| title_exact_search | Key account management the definitive guide |
| title_exact_search_txtP | Key account management the definitive guide |
| title_full | Key account management the definitive guide Malcolm McDonald and Diana Woodburn |
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| title_full_unstemmed | Key account management the definitive guide Malcolm McDonald and Diana Woodburn |
| title_short | Key account management |
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| title_sub | the definitive guide |
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