Key account plans: the practitioners guide to profitable planning
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Amsterdam [u.a.]
Elsevier / Butterworth
2008
|
| Ausgabe: | 1. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | VIII, 396 S. Ill., graph. Darst. |
| ISBN: | 9780750683678 |
Internformat
MARC
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| 100 | 1 | |a Ryals, Lynette |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Key account plans |b the practitioners guide to profitable planning |c Lynette Ryals ; Malcolm McDonald |
| 250 | |a 1. ed. | ||
| 264 | 1 | |a Amsterdam [u.a.] |b Elsevier / Butterworth |c 2008 | |
| 300 | |a VIII, 396 S. |b Ill., graph. Darst. | ||
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| 650 | 4 | |a Kundenmanagement | |
| 650 | 4 | |a Ratgeber | |
| 650 | 4 | |a Strategische Planung | |
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| 653 | |a Strategische Planung | ||
| 653 | |a Kundenmanagement | ||
| 653 | |a Ratgeber | ||
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| 999 | |a oai:aleph.bib-bvb.de:BVB01-017391671 | ||
Datensatz im Suchindex
| _version_ | 1804138931363512320 |
|---|---|
| adam_text | Contents
Acknowledgements v
Introduction vii
Section 1 The Plan 1
1 Why you will lose your best key accounts if you don t prepare
a Strategie plan for them 3
2 Which key accounts need a Strategie plan 21
3 How to collect information in order to understand the needs
of the key accounts prior to preparing Strategie plans for them 53
4 How to understand the marketing processes of your
key accounts: Strategie marketing planning 79
5 Assessing forecast revenues and the future profitability of
key accounts 111
6 Assessing the riskiness of key accounts 139
7 Developing key aecount objeetives and strategies 163
8 Tactics and action plans 189
Section 2 Delivering World-Class KAM 205
9 Organizing for KAM 207
10 What needs to be measured, managed, and reported;
critiquing plans; barriers to successful key aecount planning 231
11 Knowing how customers think about their suppliers
will make you a better key aecount planner 253
12 How to evaluate your suitability as a key aecount manager 275
13 How to be a world-class key aecount planner 291
14 A step-by-step System for preparing a Strategie plan for a
key aecount , 313
Index 385
|
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| author | Ryals, Lynette McDonald, Malcolm 1938- |
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| discipline | Wirtschaftswissenschaften |
| edition | 1. ed. |
| format | Book |
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| id | DE-604.BV035472025 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T21:36:02Z |
| institution | BVB |
| isbn | 9780750683678 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-017391671 |
| oclc_num | 634149998 |
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| physical | VIII, 396 S. Ill., graph. Darst. |
| publishDate | 2008 |
| publishDateSearch | 2008 |
| publishDateSort | 2008 |
| publisher | Elsevier / Butterworth |
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| spelling | Ryals, Lynette Verfasser aut Key account plans the practitioners guide to profitable planning Lynette Ryals ; Malcolm McDonald 1. ed. Amsterdam [u.a.] Elsevier / Butterworth 2008 VIII, 396 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Kundenmanagement Ratgeber Strategische Planung Strategische Planung (DE-588)4309237-8 gnd rswk-swf Kundenmanagement (DE-588)4236865-0 gnd rswk-swf Strategische Planung (DE-588)4309237-8 s Kundenmanagement (DE-588)4236865-0 s DE-604 McDonald, Malcolm 1938- Verfasser (DE-588)118107585 aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017391671&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Ryals, Lynette McDonald, Malcolm 1938- Key account plans the practitioners guide to profitable planning Kundenmanagement Ratgeber Strategische Planung Strategische Planung (DE-588)4309237-8 gnd Kundenmanagement (DE-588)4236865-0 gnd |
| subject_GND | (DE-588)4309237-8 (DE-588)4236865-0 |
| title | Key account plans the practitioners guide to profitable planning |
| title_auth | Key account plans the practitioners guide to profitable planning |
| title_exact_search | Key account plans the practitioners guide to profitable planning |
| title_full | Key account plans the practitioners guide to profitable planning Lynette Ryals ; Malcolm McDonald |
| title_fullStr | Key account plans the practitioners guide to profitable planning Lynette Ryals ; Malcolm McDonald |
| title_full_unstemmed | Key account plans the practitioners guide to profitable planning Lynette Ryals ; Malcolm McDonald |
| title_short | Key account plans |
| title_sort | key account plans the practitioners guide to profitable planning |
| title_sub | the practitioners guide to profitable planning |
| topic | Kundenmanagement Ratgeber Strategische Planung Strategische Planung (DE-588)4309237-8 gnd Kundenmanagement (DE-588)4236865-0 gnd |
| topic_facet | Kundenmanagement Ratgeber Strategische Planung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017391671&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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