Key account management : (Record no. 230)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01353cam a2200205 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 075063278X |
| 050 04 - CALL NUMBER | |
| Classification number | HF5438.8.K48 |
| Item number | M35 1998 |
| 100 1# - AUTHOR | |
| Personal name | McDonald, Malcolm. |
| 245 10 - TITLE | |
| Title | Key account management : |
| Remainder of title | learning from supplier and customer perspectives / |
| Statement of responsibility, etc | Malcolm McDonald and Beth Rogers. |
| 260 ## - PUBLICATION INFORMATION | |
| Place of publication | Oxford ; |
| -- | Boston : |
| Name of publisher | Butterworth-Heinemann, |
| Year of publication | 1998. |
| 300 ## - DESCRIPTION | |
| Number of Pages | xvi, 194 p. : |
| Other physical details | ill. ; |
| Dimensions | 24 cm. |
| 440 #0 - SERIES | |
| SERIES | CIM professional |
| 500 ## - NOTES | |
| General note | "Published in association with The Chartered Institute of Marketing." |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Table of Content | Chapter 1 The origin of key management 1<br/>Chapter 2 The evolution of key account relationship 8<br/>chapter 3 Key account planning in the context of strategic marketing planning 28<br/>Chapter 4 Identifying and targeting key accounts 52<br/>Chapter 5 Key account planning 85<br/>Chapter 6 The role and skills of the key account manager 112<br/>chapter 7 Positioning key account activity 132<br/>chapter 8 The future of key account management 148<br/> |
| 650 #0 - SUBJECTS | |
| Topical Term | Selling |
| General subdivision | Key accounts. |
| 650 #0 - SUBJECTS | |
| Topical Term | Marketing |
| General subdivision | Key accounts. |
| 700 1# - OTHER AUTHORS | |
| Personal name | Rogers, Beth, |
| 710 2# - OTHER AUTHORS | |
| OTHER AUTHORS | Chartered Institute of Marketing. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Books |
| Withdrawn status | Lost status | Collection code | Home library | Current library | Shelving location | Date acquired | Full call number | Accession Number | Koha item type |
|---|---|---|---|---|---|---|---|---|---|
| Reference | Methodist University Library Main | Methodist University Library Main | General Stacks | 01/12/1999 | HF5438.8.K48 M35 1998 | 10517 | Books | ||
| Reference | Methodist University Library Main | Methodist University Library Main | General Stacks | 01/12/1999 | HF5438.8.K48 M35 1998 | 10518 | Books | ||
| Methodist University Library Main | Methodist University Library Main | General Stacks | 01/12/1999 | HF5438.8.K48 M35 1998 | 10519 | Books |