Strategic customer planning: how to develop and implement a strategic account plan
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
London
Thorogood
c2006
|
| Schriftenreihe: | Thorogood professional insights
|
| Schlagworte: | |
| Online-Zugang: | FAW01 FAW02 Volltext |
| Beschreibung: | At head of title: Specially commissioned report Includes bibliographical references (p. 250) The authors; Introduction to second edition; Introduction, summary and how to get the most out of this book; Chapter 1 The key account planning process; Chapter 2 The customer fact file; Chapter 3 Analyzing performance data; Chapter 4 Customer relationship analysis; Chapter 5 Conducting the SWOT analysis; Chapter 6 Picturing the future; Chapter 7 Creating the future; Chapter 8 Implementing the key account plan; Chapter 9 Account planning formats; Conclusion Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process |
| Beschreibung: | 1 Online-Ressource (x, 279 p.) |
| ISBN: | 1854183885 1854184822 9781854184825 |
Internformat
MARC
| LEADER | 00000nmm a2200000zc 4500 | ||
|---|---|---|---|
| 001 | BV043100761 | ||
| 003 | DE-604 | ||
| 005 | 00000000000000.0 | ||
| 007 | cr|uuu---uuuuu | ||
| 008 | 151126s2006 |||| o||u| ||||||eng d | ||
| 020 | |a 1854183885 |9 1-85418-388-5 | ||
| 020 | |a 1854184822 |c electronic bk. |9 1-85418-482-2 | ||
| 020 | |a 9781854184825 |c electronic bk. |9 978-1-85418-482-5 | ||
| 035 | |a (OCoLC)171251552 | ||
| 035 | |a (DE-599)BVBBV043100761 | ||
| 040 | |a DE-604 |b ger |e aacr | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-1046 |a DE-1047 | ||
| 082 | 0 | |a 658.8/1 |2 22 | |
| 100 | 1 | |a Melkman, Alan |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Strategic customer planning |b how to develop and implement a strategic account plan |c Alan Melkman and Ken Simmonds |
| 246 | 1 | 3 | |a Specially commissioned report |
| 264 | 1 | |a London |b Thorogood |c c2006 | |
| 300 | |a 1 Online-Ressource (x, 279 p.) | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b c |2 rdamedia | ||
| 338 | |b cr |2 rdacarrier | ||
| 490 | 0 | |a Thorogood professional insights | |
| 500 | |a At head of title: Specially commissioned report | ||
| 500 | |a Includes bibliographical references (p. 250) | ||
| 500 | |a The authors; Introduction to second edition; Introduction, summary and how to get the most out of this book; Chapter 1 The key account planning process; Chapter 2 The customer fact file; Chapter 3 Analyzing performance data; Chapter 4 Customer relationship analysis; Chapter 5 Conducting the SWOT analysis; Chapter 6 Picturing the future; Chapter 7 Creating the future; Chapter 8 Implementing the key account plan; Chapter 9 Account planning formats; Conclusion | ||
| 500 | |a Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process | ||
| 650 | 7 | |a BUSINESS & ECONOMICS / Sales & Selling / Management |2 bisacsh | |
| 650 | 7 | |a Customer services |2 fast | |
| 650 | 7 | |a Marketing / Key accounts |2 fast | |
| 650 | 7 | |a Sales management |2 fast | |
| 650 | 7 | |a Selling / Key accounts |2 fast | |
| 650 | 4 | |a Wirtschaft | |
| 650 | 4 | |a Selling |x Key accounts | |
| 650 | 4 | |a Sales management | |
| 650 | 4 | |a Marketing |x Key accounts | |
| 650 | 4 | |a Customer services | |
| 700 | 1 | |a Simmonds, Kenneth |e Sonstige |4 oth | |
| 856 | 4 | 0 | |u http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=191736 |x Aggregator |3 Volltext |
| 912 | |a ZDB-4-EBA | ||
| 999 | |a oai:aleph.bib-bvb.de:BVB01-028524953 | ||
| 966 | e | |u http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=191736 |l FAW01 |p ZDB-4-EBA |q FAW_PDA_EBA |x Aggregator |3 Volltext | |
| 966 | e | |u http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=191736 |l FAW02 |p ZDB-4-EBA |q FAW_PDA_EBA |x Aggregator |3 Volltext | |
Datensatz im Suchindex
| _version_ | 1804175510555590656 |
|---|---|
| any_adam_object | |
| author | Melkman, Alan |
| author_facet | Melkman, Alan |
| author_role | aut |
| author_sort | Melkman, Alan |
| author_variant | a m am |
| building | Verbundindex |
| bvnumber | BV043100761 |
| collection | ZDB-4-EBA |
| ctrlnum | (OCoLC)171251552 (DE-599)BVBBV043100761 |
| 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 | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>02931nmm a2200541zc 4500</leader><controlfield tag="001">BV043100761</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">00000000000000.0</controlfield><controlfield tag="007">cr|uuu---uuuuu</controlfield><controlfield tag="008">151126s2006 |||| o||u| ||||||eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1854183885</subfield><subfield code="9">1-85418-388-5</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1854184822</subfield><subfield code="c">electronic bk.</subfield><subfield code="9">1-85418-482-2</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781854184825</subfield><subfield code="c">electronic bk.</subfield><subfield code="9">978-1-85418-482-5</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)171251552</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV043100761</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">aacr</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-1046</subfield><subfield code="a">DE-1047</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.8/1</subfield><subfield code="2">22</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Melkman, Alan</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Strategic customer planning</subfield><subfield code="b">how to develop and implement a strategic account plan</subfield><subfield code="c">Alan Melkman and Ken Simmonds</subfield></datafield><datafield tag="246" ind1="1" ind2="3"><subfield code="a">Specially commissioned report</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">London</subfield><subfield code="b">Thorogood</subfield><subfield code="c">c2006</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 Online-Ressource (x, 279 p.)</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="490" ind1="0" ind2=" "><subfield code="a">Thorogood professional insights</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">At head of title: Specially commissioned report</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Includes bibliographical references (p. 250)</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">The authors; Introduction to second edition; Introduction, summary and how to get the most out of this book; Chapter 1 The key account planning process; Chapter 2 The customer fact file; Chapter 3 Analyzing performance data; Chapter 4 Customer relationship analysis; Chapter 5 Conducting the SWOT analysis; Chapter 6 Picturing the future; Chapter 7 Creating the future; Chapter 8 Implementing the key account plan; Chapter 9 Account planning formats; Conclusion</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS / Sales & Selling / Management</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Customer services</subfield><subfield code="2">fast</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Marketing / Key accounts</subfield><subfield code="2">fast</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Sales management</subfield><subfield code="2">fast</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Selling / Key accounts</subfield><subfield code="2">fast</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Wirtschaft</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Selling</subfield><subfield code="x">Key accounts</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Marketing</subfield><subfield code="x">Key accounts</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Customer services</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Simmonds, Kenneth</subfield><subfield code="e">Sonstige</subfield><subfield code="4">oth</subfield></datafield><datafield tag="856" ind1="4" ind2="0"><subfield code="u">http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=191736</subfield><subfield code="x">Aggregator</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-4-EBA</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-028524953</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=191736</subfield><subfield code="l">FAW01</subfield><subfield code="p">ZDB-4-EBA</subfield><subfield code="q">FAW_PDA_EBA</subfield><subfield code="x">Aggregator</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=191736</subfield><subfield code="l">FAW02</subfield><subfield code="p">ZDB-4-EBA</subfield><subfield code="q">FAW_PDA_EBA</subfield><subfield code="x">Aggregator</subfield><subfield code="3">Volltext</subfield></datafield></record></collection> |
| id | DE-604.BV043100761 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:17:26Z |
| institution | BVB |
| isbn | 1854183885 1854184822 9781854184825 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-028524953 |
| oclc_num | 171251552 |
| open_access_boolean | |
| owner | DE-1046 DE-1047 |
| owner_facet | DE-1046 DE-1047 |
| physical | 1 Online-Ressource (x, 279 p.) |
| psigel | ZDB-4-EBA ZDB-4-EBA FAW_PDA_EBA |
| publishDate | 2006 |
| publishDateSearch | 2006 |
| publishDateSort | 2006 |
| publisher | Thorogood |
| record_format | marc |
| series2 | Thorogood professional insights |
| spelling | Melkman, Alan Verfasser aut Strategic customer planning how to develop and implement a strategic account plan Alan Melkman and Ken Simmonds Specially commissioned report London Thorogood c2006 1 Online-Ressource (x, 279 p.) txt rdacontent c rdamedia cr rdacarrier Thorogood professional insights At head of title: Specially commissioned report Includes bibliographical references (p. 250) The authors; Introduction to second edition; Introduction, summary and how to get the most out of this book; Chapter 1 The key account planning process; Chapter 2 The customer fact file; Chapter 3 Analyzing performance data; Chapter 4 Customer relationship analysis; Chapter 5 Conducting the SWOT analysis; Chapter 6 Picturing the future; Chapter 7 Creating the future; Chapter 8 Implementing the key account plan; Chapter 9 Account planning formats; Conclusion Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process BUSINESS & ECONOMICS / Sales & Selling / Management bisacsh Customer services fast Marketing / Key accounts fast Sales management fast Selling / Key accounts fast Wirtschaft Selling Key accounts Sales management Marketing Key accounts Customer services Simmonds, Kenneth Sonstige oth http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=191736 Aggregator Volltext |
| spellingShingle | Melkman, Alan Strategic customer planning how to develop and implement a strategic account plan BUSINESS & ECONOMICS / Sales & Selling / Management bisacsh Customer services fast Marketing / Key accounts fast Sales management fast Selling / Key accounts fast Wirtschaft Selling Key accounts Sales management Marketing Key accounts Customer services |
| title | Strategic customer planning how to develop and implement a strategic account plan |
| title_alt | Specially commissioned report |
| title_auth | Strategic customer planning how to develop and implement a strategic account plan |
| title_exact_search | Strategic customer planning how to develop and implement a strategic account plan |
| title_full | Strategic customer planning how to develop and implement a strategic account plan Alan Melkman and Ken Simmonds |
| title_fullStr | Strategic customer planning how to develop and implement a strategic account plan Alan Melkman and Ken Simmonds |
| title_full_unstemmed | Strategic customer planning how to develop and implement a strategic account plan Alan Melkman and Ken Simmonds |
| title_short | Strategic customer planning |
| title_sort | strategic customer planning how to develop and implement a strategic account plan |
| title_sub | how to develop and implement a strategic account plan |
| topic | BUSINESS & ECONOMICS / Sales & Selling / Management bisacsh Customer services fast Marketing / Key accounts fast Sales management fast Selling / Key accounts fast Wirtschaft Selling Key accounts Sales management Marketing Key accounts Customer services |
| topic_facet | BUSINESS & ECONOMICS / Sales & Selling / Management Customer services Marketing / Key accounts Sales management Selling / Key accounts Wirtschaft Selling Key accounts Marketing Key accounts |
| url | http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=191736 |
| work_keys_str_mv | AT melkmanalan strategiccustomerplanninghowtodevelopandimplementastrategicaccountplan AT simmondskenneth strategiccustomerplanninghowtodevelopandimplementastrategicaccountplan AT melkmanalan speciallycommissionedreport AT simmondskenneth speciallycommissionedreport |