Key account management : learning from supplier and customer perspectives / Malcolm McDonald and Beth Rogers.
Material type:
TextSeries: CIM professionalPublication details: Oxford ; Boston : Butterworth-Heinemann, 1998.Description: xvi, 194 p. : ill. ; 24 cmISBN: - 075063278X
- HF5438.8.K48 M35 1998
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Methodist University Library Main General Stacks | Reference | HF5438.8.K48 M35 1998 (Browse shelf(Opens below)) | Available | 10517 | |||||||||||||
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Books
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Methodist University Library Main General Stacks | Reference | HF5438.8.K48 M35 1998 (Browse shelf(Opens below)) | Available | 10518 | |||||||||||||
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Books
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Methodist University Library Main General Stacks | HF5438.8.K48 M35 1998 (Browse shelf(Opens below)) | Available | 10519 |
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| HF5438.5 .C91 Sales promotion : | HF5438.8.K48 M35 1998 Key account management : | HF5438.8.K48 M35 1998 Key account management : | HF5438.8.K48 M35 1998 Key account management : | HF5438.8.P74 K53 2011 Pitch anything : | HF5491 .V44 Business mathematics | HF5491 .V44 Business mathematics |
"Published in association with The Chartered Institute of Marketing."
Chapter 1 The origin of key management 1
Chapter 2 The evolution of key account relationship 8
chapter 3 Key account planning in the context of strategic marketing planning 28
Chapter 4 Identifying and targeting key accounts 52
Chapter 5 Key account planning 85
Chapter 6 The role and skills of the key account manager 112
chapter 7 Positioning key account activity 132
chapter 8 The future of key account management 148
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