Malcolm McDonald on key account management
Malcolm McDonald
Bok · Engelsk · 2017
| Omfang | xvi, 226 sider : illustrasjoner
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| Opplysninger | Acknowledgements -- Introducing key account management -- The role of key accounts in achieving business growth -- Selecting the right key accounts -- Understanding buying decisions -- Key account plans -- Understanding account-based marketing -- People and skills for key account management -- Going global with key accounts -- The risks of key account management -- The future of key account management -- Appendix 1: The McDonald and Rogers 10 guidelines for profitable key account management -- Appendix 2: A quiz for key account managers -- Appendix 3: Important research articles on key account management -- Index.
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| Emner | |
| Dewey | |
| ISBN | 9780749480776
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