Key account management
Subtitle: the definitive guide
By: Diana Woodburn and Malcolm McDonald
Contributors: McDonald, Malcolm
Edition: 3rd ed.
Publisher: Wiley
Published: 2011
Place of publication: Chichester, West Sussex, U.K
Language: eng
Number of pages: 476
ISBN-13: 9780470974155
Subjects: Marketing; Selling; Key accounts
Description: "This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager."--

"This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager"--
Notes: Includes bibliographical references and index.