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Key Account Management The Definitive Guide

ISBN-10: 047097415X
ISBN-13: 9780470974155
Edition: 3rd 2011 (Guide (Instructor's))
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Description: This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing  More...

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Book details

Edition: 3rd
Copyright year: 2011
Publisher: John Wiley & Sons, Limited
Publication date: 1/21/2011
Binding: Paperback
Pages: 496
Size: 7.75" wide x 9.75" long x 1.00" tall
Weight: 3.696
Language: English

This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager.

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