Strategic customer planning :: how to develop and implement a strategic account plan /
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 impl...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Weitere Verfasser: | |
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
London :
Thorogood,
©2006.
|
| Schriftenreihe: | Thorogood professional insights.
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | 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 resource (x, 279 pages) : illustrations |
| Bibliographie: | Includes bibliographical references (page 250). |
| ISBN: | 9781854184825 1854184822 |
Internformat
MARC
| LEADER | 00000cam a2200000 a 4500 | ||
|---|---|---|---|
| 001 | ZDB-4-EBA-ocn171251552 | ||
| 003 | OCoLC | ||
| 005 | 20241004212047.0 | ||
| 006 | m o d | ||
| 007 | cr cnu---unuuu | ||
| 008 | 070913s2006 enka ob 000 0 eng d | ||
| 040 | |a N$T |b eng |e pn |c N$T |d OCLCQ |d YDXCP |d OCLCQ |d E7B |d OCLCQ |d MERUC |d OCLCQ |d OCLCO |d OCLCQ |d OCLCF |d NLGGC |d OCLCQ |d AGLDB |d VNS |d OCLCQ |d VTS |d M8D |d OCLCQ |d OCLCO |d OCLCQ |d OCLCO | ||
| 019 | |a 647558592 |a 961572899 |a 962673888 |a 1087025282 | ||
| 020 | |a 9781854184825 |q (electronic bk.) | ||
| 020 | |a 1854184822 |q (electronic bk.) | ||
| 020 | |z 1854183885 | ||
| 035 | |a (OCoLC)171251552 |z (OCoLC)647558592 |z (OCoLC)961572899 |z (OCoLC)962673888 |z (OCoLC)1087025282 | ||
| 050 | 4 | |a HF5438.8.K48 |b M45 2006eb | |
| 072 | 7 | |a BUS |x 058010 |2 bisacsh | |
| 082 | 7 | |a 658.8/1 |2 22 | |
| 049 | |a MAIN | ||
| 100 | 1 | |a Melkman, Alan. |0 http://id.loc.gov/authorities/names/n79024996 | |
| 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 | |i At head of title: |a Specially commissioned report | |
| 260 | |a London : |b Thorogood, |c ©2006. | ||
| 300 | |a 1 online resource (x, 279 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 490 | 1 | |a Thorogood professional insights | |
| 504 | |a Includes bibliographical references (page 250). | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | |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. | |
| 520 | |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 | 0 | |a Selling |x Key accounts. |0 http://id.loc.gov/authorities/subjects/sh85119840 | |
| 650 | 0 | |a Sales management. |0 http://id.loc.gov/authorities/subjects/sh85116729 | |
| 650 | 0 | |a Marketing |x Key accounts. |0 http://id.loc.gov/authorities/subjects/sh85081337 | |
| 650 | 0 | |a Customer services. |0 http://id.loc.gov/authorities/subjects/sh85034965 | |
| 650 | 6 | |a Budgets de publicité. | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 6 | |a Service à la clientèle. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Sales & Selling |x Management. |2 bisacsh | |
| 650 | 7 | |a Customer services |2 fast | |
| 650 | 7 | |a Marketing |x Key accounts |2 fast | |
| 650 | 7 | |a Sales management |2 fast | |
| 650 | 7 | |a Selling |x Key accounts |2 fast | |
| 700 | 1 | |a Simmonds, Kenneth. |0 http://id.loc.gov/authorities/names/n82119137 | |
| 776 | 0 | 8 | |i Print version: |a Melkman, Alan. |t Strategic customer planning. |d London : Thorogood, ©2006 |z 1854183885 |z 9781854183880 |w (OCoLC)170955417 |
| 830 | 0 | |a Thorogood professional insights. |0 http://id.loc.gov/authorities/names/no2004118389 | |
| 856 | 4 | 0 | |l FWS01 |p ZDB-4-EBA |q FWS_PDA_EBA |u https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=191736 |3 Volltext |
| 938 | |a ebrary |b EBRY |n ebr10141061 | ||
| 938 | |a EBSCOhost |b EBSC |n 191736 | ||
| 938 | |a YBP Library Services |b YANK |n 2632252 | ||
| 994 | |a 92 |b GEBAY | ||
| 912 | |a ZDB-4-EBA | ||
| 049 | |a DE-863 | ||
Datensatz im Suchindex
| DE-BY-FWS_katkey | ZDB-4-EBA-ocn171251552 |
|---|---|
| _version_ | 1816881653155364864 |
| adam_text | |
| any_adam_object | |
| author | Melkman, Alan |
| author2 | Simmonds, Kenneth |
| author2_role | |
| author2_variant | k s ks |
| author_GND | http://id.loc.gov/authorities/names/n79024996 http://id.loc.gov/authorities/names/n82119137 |
| author_facet | Melkman, Alan Simmonds, Kenneth |
| author_role | |
| author_sort | Melkman, Alan |
| author_variant | a m am |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.8.K48 M45 2006eb |
| callnumber-search | HF5438.8.K48 M45 2006eb |
| callnumber-sort | HF 45438.8 K48 M45 42006EB |
| callnumber-subject | HF - Commerce |
| collection | ZDB-4-EBA |
| contents | 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. |
| ctrlnum | (OCoLC)171251552 |
| 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>03598cam a2200613 a 4500</leader><controlfield tag="001">ZDB-4-EBA-ocn171251552</controlfield><controlfield tag="003">OCoLC</controlfield><controlfield tag="005">20241004212047.0</controlfield><controlfield tag="006">m o d </controlfield><controlfield tag="007">cr cnu---unuuu</controlfield><controlfield tag="008">070913s2006 enka ob 000 0 eng d</controlfield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">N$T</subfield><subfield code="b">eng</subfield><subfield code="e">pn</subfield><subfield code="c">N$T</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">YDXCP</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">E7B</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">MERUC</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">OCLCF</subfield><subfield code="d">NLGGC</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">AGLDB</subfield><subfield code="d">VNS</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">VTS</subfield><subfield code="d">M8D</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">OCLCO</subfield></datafield><datafield tag="019" ind1=" " ind2=" "><subfield code="a">647558592</subfield><subfield code="a">961572899</subfield><subfield code="a">962673888</subfield><subfield code="a">1087025282</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781854184825</subfield><subfield code="q">(electronic bk.)</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1854184822</subfield><subfield code="q">(electronic bk.)</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="z">1854183885</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)171251552</subfield><subfield code="z">(OCoLC)647558592</subfield><subfield code="z">(OCoLC)961572899</subfield><subfield code="z">(OCoLC)962673888</subfield><subfield code="z">(OCoLC)1087025282</subfield></datafield><datafield tag="050" ind1=" " ind2="4"><subfield code="a">HF5438.8.K48</subfield><subfield code="b">M45 2006eb</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">058010</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="082" ind1="7" ind2=" "><subfield code="a">658.8/1</subfield><subfield code="2">22</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">MAIN</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Melkman, Alan.</subfield><subfield code="0">http://id.loc.gov/authorities/names/n79024996</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=" "><subfield code="i">At head of title:</subfield><subfield code="a">Specially commissioned report</subfield></datafield><datafield tag="260" ind1=" " ind2=" "><subfield code="a">London :</subfield><subfield code="b">Thorogood,</subfield><subfield code="c">©2006.</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 online resource (x, 279 pages) :</subfield><subfield code="b">illustrations</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">text</subfield><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">computer</subfield><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">online resource</subfield><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="490" ind1="1" ind2=" "><subfield code="a">Thorogood professional insights</subfield></datafield><datafield tag="504" ind1=" " ind2=" "><subfield code="a">Includes bibliographical references (page 250).</subfield></datafield><datafield tag="588" ind1="0" ind2=" "><subfield code="a">Print version record.</subfield></datafield><datafield tag="505" ind1="0" 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="520" 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="0"><subfield code="a">Selling</subfield><subfield code="x">Key accounts.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh85119840</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Sales management.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh85116729</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Marketing</subfield><subfield code="x">Key accounts.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh85081337</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Customer services.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh85034965</subfield></datafield><datafield tag="650" ind1=" " ind2="6"><subfield code="a">Budgets de publicité.</subfield></datafield><datafield tag="650" ind1=" " ind2="6"><subfield code="a">Ventes</subfield><subfield code="x">Gestion.</subfield></datafield><datafield tag="650" ind1=" " ind2="6"><subfield code="a">Service à la clientèle.</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Sales & Selling</subfield><subfield code="x">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</subfield><subfield code="x">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</subfield><subfield code="x">Key accounts</subfield><subfield code="2">fast</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Simmonds, Kenneth.</subfield><subfield code="0">http://id.loc.gov/authorities/names/n82119137</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Print version:</subfield><subfield code="a">Melkman, Alan.</subfield><subfield code="t">Strategic customer planning.</subfield><subfield code="d">London : Thorogood, ©2006</subfield><subfield code="z">1854183885</subfield><subfield code="z">9781854183880</subfield><subfield code="w">(OCoLC)170955417</subfield></datafield><datafield tag="830" ind1=" " ind2="0"><subfield code="a">Thorogood professional insights.</subfield><subfield code="0">http://id.loc.gov/authorities/names/no2004118389</subfield></datafield><datafield tag="856" ind1="4" ind2="0"><subfield code="l">FWS01</subfield><subfield code="p">ZDB-4-EBA</subfield><subfield code="q">FWS_PDA_EBA</subfield><subfield code="u">https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=191736</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">ebrary</subfield><subfield code="b">EBRY</subfield><subfield code="n">ebr10141061</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">EBSCOhost</subfield><subfield code="b">EBSC</subfield><subfield code="n">191736</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">YBP Library Services</subfield><subfield code="b">YANK</subfield><subfield code="n">2632252</subfield></datafield><datafield tag="994" ind1=" " ind2=" "><subfield code="a">92</subfield><subfield code="b">GEBAY</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-4-EBA</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-863</subfield></datafield></record></collection> |
| id | ZDB-4-EBA-ocn171251552 |
| illustrated | Illustrated |
| indexdate | 2024-11-27T13:16:08Z |
| institution | BVB |
| isbn | 9781854184825 1854184822 |
| language | English |
| oclc_num | 171251552 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource (x, 279 pages) : illustrations |
| psigel | ZDB-4-EBA |
| publishDate | 2006 |
| publishDateSearch | 2006 |
| publishDateSort | 2006 |
| publisher | Thorogood, |
| record_format | marc |
| series | Thorogood professional insights. |
| series2 | Thorogood professional insights |
| spelling | Melkman, Alan. http://id.loc.gov/authorities/names/n79024996 Strategic customer planning : how to develop and implement a strategic account plan / Alan Melkman and Ken Simmonds. At head of title: Specially commissioned report London : Thorogood, ©2006. 1 online resource (x, 279 pages) : illustrations text txt rdacontent computer c rdamedia online resource cr rdacarrier Thorogood professional insights Includes bibliographical references (page 250). Print version record. 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. Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Customer services. http://id.loc.gov/authorities/subjects/sh85034965 Budgets de publicité. Ventes Gestion. Service à la clientèle. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Customer services fast Marketing Key accounts fast Sales management fast Selling Key accounts fast Simmonds, Kenneth. http://id.loc.gov/authorities/names/n82119137 Print version: Melkman, Alan. Strategic customer planning. London : Thorogood, ©2006 1854183885 9781854183880 (OCoLC)170955417 Thorogood professional insights. http://id.loc.gov/authorities/names/no2004118389 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=191736 Volltext |
| spellingShingle | Melkman, Alan Strategic customer planning : how to develop and implement a strategic account plan / Thorogood professional insights. 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. Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Customer services. http://id.loc.gov/authorities/subjects/sh85034965 Budgets de publicité. Ventes Gestion. Service à la clientèle. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Customer services fast Marketing Key accounts fast Sales management fast Selling Key accounts fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85119840 http://id.loc.gov/authorities/subjects/sh85116729 http://id.loc.gov/authorities/subjects/sh85081337 http://id.loc.gov/authorities/subjects/sh85034965 |
| 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 | Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Customer services. http://id.loc.gov/authorities/subjects/sh85034965 Budgets de publicité. Ventes Gestion. Service à la clientèle. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Customer services fast Marketing Key accounts fast Sales management fast Selling Key accounts fast |
| topic_facet | Selling Key accounts. Sales management. Marketing Key accounts. Customer services. Budgets de publicité. Ventes Gestion. Service à la clientèle. BUSINESS & ECONOMICS Sales & Selling Management. Customer services Marketing Key accounts Sales management Selling Key accounts |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=191736 |
| work_keys_str_mv | AT melkmanalan strategiccustomerplanninghowtodevelopandimplementastrategicaccountplan AT simmondskenneth strategiccustomerplanninghowtodevelopandimplementastrategicaccountplan AT melkmanalan speciallycommissionedreport AT simmondskenneth speciallycommissionedreport |