Key account management: the definitive guide
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Chichester
Wiley
2011
|
| Edition: | 3. [rev. and updated] ed., 1 publ. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Item Description: | Hier auch später erschienene, unveränerte Nachdrucke. |
| Physical Description: | XX, 476 S. graph. Darst. |
| ISBN: | 9780470974155 |
Staff View
MARC
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Record in the Search Index
| _version_ | 1804143889952538624 |
|---|---|
| adam_text | foreword by Martin Lamb
vii
Acknowledgements
ix
The purpose of this book
χ
Before you read this book!
xiv
List of figures and tables
xvi
1
The crucial role of key account management
1
2
Selecting and categorizing key customers
25
3
Relationship stages
53
4
Developing key relationships
87
5
The buyer perspective
113
6
Key account profitability
145
7
Key account analysis
173
8
Planning for key accounts
207
9
Processes
-
making key account management work
257
10
The role and requirements of key account managers
291
11
Performance and rewards in
KAM 323
12
Organizing for key account management
363
13
Transitioning to
KAM 391
Further reading
417
integrated fast track
421
Mini-cases
443
Index
467
|
| any_adam_object | 1 |
| author | Woodburn, Diana McDonald, Malcolm 1938- |
| author_GND | (DE-588)104983528X (DE-588)118107585 |
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| discipline | Wirtschaftswissenschaften |
| edition | 3. [rev. and updated] ed., 1 publ. |
| format | Book |
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| id | DE-604.BV037267710 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T22:54:50Z |
| institution | BVB |
| isbn | 9780470974155 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-021180725 |
| oclc_num | 711847168 |
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| physical | XX, 476 S. graph. Darst. |
| publishDate | 2011 |
| publishDateSearch | 2011 |
| publishDateSort | 2011 |
| publisher | Wiley |
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| spelling | Woodburn, Diana Verfasser (DE-588)104983528X aut Key account management the definitive guide Diana Woodburn and Malcolm McDonald 3. [rev. and updated] ed., 1 publ. Chichester Wiley 2011 XX, 476 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Hier auch später erschienene, unveränerte Nachdrucke. Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf Kundengruppenmanagement (DE-588)4197319-7 s DE-604 McDonald, Malcolm 1938- Verfasser (DE-588)118107585 aut Erscheint auch als Online-Ausgabe 978-0-470-97472-8 Erscheint auch als Online-Ausgabe 978-0-470-97473-5 Erscheint auch als Online-Ausgabe 978-0-470-97475-9 Digitalisierung UB Bamberg application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=021180725&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Woodburn, Diana McDonald, Malcolm 1938- Key account management the definitive guide Kundengruppenmanagement (DE-588)4197319-7 gnd |
| subject_GND | (DE-588)4197319-7 |
| 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_full | Key account management the definitive guide Diana Woodburn and Malcolm McDonald |
| title_fullStr | Key account management the definitive guide Diana Woodburn and Malcolm McDonald |
| title_full_unstemmed | Key account management the definitive guide Diana Woodburn and Malcolm McDonald |
| title_short | Key account management |
| title_sort | key account management the definitive guide |
| title_sub | the definitive guide |
| topic | Kundengruppenmanagement (DE-588)4197319-7 gnd |
| topic_facet | Kundengruppenmanagement |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=021180725&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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