TY  - BOOK
AU  - McDonald,Malcolm
AU  - Rogers,Beth
ED  - Chartered Institute of Marketing.
TI  - Key account management: learning from supplier and customer perspectives 
SN  - 075063278X
AV  - HF5438.8.K48 M35 1998
PY  - 1998///
CY  - Oxford, Boston
PB  - Butterworth-Heinemann
KW  - Selling
KW  - Key accounts
KW  - Marketing
N1  - "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

ER  -