Key account management: the definitive guide

*Key Account Management: The Definitive Guide, 3rd Edition : ISBN: 978--470-97415-5 : Buy online "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a

Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing Amazon.in - Buy Key Account Management: The Definitive Guide book online at best prices in India on Amazon.in. Read Key Account Management: The Definitive Guide book reviews & author details and more at Amazon.in. Free delivery on qualified orders. "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Key Account Management: The Definitive Guide (English Edition) Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic As with other leading business titles from McDonald, this book combines thoroughly field-tested knowledge delivered in a carefully developed step-by-step format. Both the manager and student will be able to build understanding and a key account by the end of it. By analysing how key accounts really work in detail the authors create the tools that the reader will need in the marketplace. This chapter explains how to select and categorize the most appropriate accounts to target for key account management. The selection of key customers th