Key customers : how to manage them profitably /
Malcolm McDonald, Beth Rogers, Diana Woodburn.
Bok Engelsk 2000 Malcolm. McDonald,· Electronic books.
| Utgitt | Oxford : : Butterworth-Heinemann, , 2000.
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| Omfang | 1 online resource (320p. ) : ill.
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| Opplysninger | Published in association with the Chartered Institute of Marketing.. - Why key account management?; The origins of key account management; Key relationship development; The buyer perspective; Defining and selecting key accounts; Key account analysis; Planning for key accounts and measuring profitability; Organizing for key account management; The key account manager; Processes for implementing key account management; Relationship development processes; Mini-cases with tutor's guides.. - Examines the whys and hows of key accounts management.. - Electronic reproduction.
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| Emner | Customer relations.
Customer services Marketing - Key accounts Relationship marketing. Vis mer... Selling - Key accounts
Business & Economics Commerce Marketing & Sales nøkkelkunder kunderelasjoner markedsføring |
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| Dewey | |
| ISBN | 0750646152
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