Key Account Management
The Definitive Guide
This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling. Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key a…
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Produktdetails
Weitere Autoren: McDonald, Malcolm
- ISBN: 978-0-470-97473-5
- EAN: 9780470974735
- Produktnummer: 16381861
- Verlag: Wiley
- Sprache: Englisch
- Erscheinungsjahr: 2012
- Seitenangabe: 496 S.
- Plattform: EPUB
- Masse: 8'787 KB
- Auflage: 3. Aufl.
Über den Autor
Diana WoodburnBSc MSc MBA FCIMDiana is the Managing Director of Marketing Best Practice, a Visiting Fellow at Cranfield School of Management and Associate Fellow at Warwick Business School. In 1998, together with Malcolm McDonald, she founded Cranfield's KAM Best Practice Research Club of blue-chip companies, which has proved a major driving force in understanding and advancing KAM. An exceptionally experienced practitioner, she has developed the key account management capabilities of leading companies and about three thousand of their people worldwide, through consultancy, teaching, coaching and writing. She has created some of the most popular concepts and tools in KAM in use today.Email: woodburn@marketingbp.com Malcolm McDonald MA(Oxon), MSc, PhD, D.Litt. FCIM FRSA Malcolm is Emeritus Professor of Marketing at Cranfield University School of Management, where he was until recently Deputy Director. Formerly Marketing and Sales Director of Canada Dry, he is the author of forty three books, including the best seller, Marketing Plans: How to prepare them, how to use them. He is Chairman of six companies and works with the operating boards of major companies all over the world, particularly helping them to take profitable advantage of the opportunities afforded by the growing number of big, powerful customers. Together with Diana Woodburn at Cranfield, he has been researching best practice in key account management for over a decade. He is also a Visiting Professor at Henley, Warwick, Aston and Bradford Business SchoolsEmail: m.mcdonald@cranfield.ac.uk
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