Malcolm McDonald on key account management:
Acknowledgements -- Introducing key account management -- The role of key accounts in achieving business growth -- Selecting the right key accounts -- Understanding buying decisions -- Key account plans -- Understanding account-based marketing -- People and skills for key account management -- Going...
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York
Kogan Page
2017
|
| Schlagworte: | |
| Zusammenfassung: | Acknowledgements -- Introducing key account management -- The role of key accounts in achieving business growth -- Selecting the right key accounts -- Understanding buying decisions -- Key account plans -- Understanding account-based marketing -- People and skills for key account management -- Going global with key accounts -- The risks of key account management -- The future of key account management -- Appendix 1: The McDonald and Rogers 10 guidelines for profitable key account management -- Appendix 2: A quiz for key account managers -- Appendix 3: Important research articles on key account management -- Index |
| Beschreibung: | Includes bibliographical references and index |
| Beschreibung: | xvi, 226 Seiten Illustrationen, Diagramme |
| ISBN: | 9780749480776 9780749480790 |
Internformat
MARC
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| 020 | |a 9780749480776 |c : alk. paper |9 978-0-7494-8077-6 | ||
| 020 | |a 9780749480790 |9 978-0-7494-8079-0 | ||
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| 100 | 1 | |a McDonald, Malcolm |d 1938- |e Verfasser |0 (DE-588)118107585 |4 aut | |
| 245 | 1 | 0 | |a Malcolm McDonald on key account management |c Malcolm McDonald with Beth Rogers |
| 264 | 1 | |a New York |b Kogan Page |c 2017 | |
| 300 | |a xvi, 226 Seiten |b Illustrationen, Diagramme | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references and index | ||
| 520 | 1 | |a Acknowledgements -- Introducing key account management -- The role of key accounts in achieving business growth -- Selecting the right key accounts -- Understanding buying decisions -- Key account plans -- Understanding account-based marketing -- People and skills for key account management -- Going global with key accounts -- The risks of key account management -- The future of key account management -- Appendix 1: The McDonald and Rogers 10 guidelines for profitable key account management -- Appendix 2: A quiz for key account managers -- Appendix 3: Important research articles on key account management -- Index | |
| 650 | 4 | |a MarketingxKey accounts | |
| 650 | 4 | |a SellingxKey accounts | |
| 700 | 1 | |a Rogers, Beth |d 1957- |e Verfasser |0 (DE-588)173101747 |4 aut | |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-029959889 | ||
Datensatz im Suchindex
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|---|---|
| any_adam_object | |
| author | McDonald, Malcolm 1938- Rogers, Beth 1957- |
| author_GND | (DE-588)118107585 (DE-588)173101747 |
| author_facet | McDonald, Malcolm 1938- Rogers, Beth 1957- |
| author_role | aut aut |
| author_sort | McDonald, Malcolm 1938- |
| author_variant | m m mm b r br |
| building | Verbundindex |
| bvnumber | BV044561279 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5415 |
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| callnumber-search | HF5415.123 |
| callnumber-sort | HF 45415.123 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QP 620 |
| ctrlnum | (OCoLC)1011411082 (DE-599)GBV891179747 |
| dewey-full | 658.8/102 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/102 |
| dewey-search | 658.8/102 |
| dewey-sort | 3658.8 3102 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
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| id | DE-604.BV044561279 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T07:55:56Z |
| institution | BVB |
| isbn | 9780749480776 9780749480790 |
| language | English |
| lccn | 2017022502 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-029959889 |
| oclc_num | 1011411082 |
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| owner | DE-1050 |
| owner_facet | DE-1050 |
| physical | xvi, 226 Seiten Illustrationen, Diagramme |
| publishDate | 2017 |
| publishDateSearch | 2017 |
| publishDateSort | 2017 |
| publisher | Kogan Page |
| record_format | marc |
| spelling | McDonald, Malcolm 1938- Verfasser (DE-588)118107585 aut Malcolm McDonald on key account management Malcolm McDonald with Beth Rogers New York Kogan Page 2017 xvi, 226 Seiten Illustrationen, Diagramme txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index Acknowledgements -- Introducing key account management -- The role of key accounts in achieving business growth -- Selecting the right key accounts -- Understanding buying decisions -- Key account plans -- Understanding account-based marketing -- People and skills for key account management -- Going global with key accounts -- The risks of key account management -- The future of key account management -- Appendix 1: The McDonald and Rogers 10 guidelines for profitable key account management -- Appendix 2: A quiz for key account managers -- Appendix 3: Important research articles on key account management -- Index MarketingxKey accounts SellingxKey accounts Rogers, Beth 1957- Verfasser (DE-588)173101747 aut |
| spellingShingle | McDonald, Malcolm 1938- Rogers, Beth 1957- Malcolm McDonald on key account management MarketingxKey accounts SellingxKey accounts |
| title | Malcolm McDonald on key account management |
| title_auth | Malcolm McDonald on key account management |
| title_exact_search | Malcolm McDonald on key account management |
| title_full | Malcolm McDonald on key account management Malcolm McDonald with Beth Rogers |
| title_fullStr | Malcolm McDonald on key account management Malcolm McDonald with Beth Rogers |
| title_full_unstemmed | Malcolm McDonald on key account management Malcolm McDonald with Beth Rogers |
| title_short | Malcolm McDonald on key account management |
| title_sort | malcolm mcdonald on key account management |
| topic | MarketingxKey accounts SellingxKey accounts |
| topic_facet | MarketingxKey accounts SellingxKey accounts |
| work_keys_str_mv | AT mcdonaldmalcolm malcolmmcdonaldonkeyaccountmanagement AT rogersbeth malcolmmcdonaldonkeyaccountmanagement |