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Key Account Plans The Practitioners' Guide to Profitable Planning

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ISBN-10: 0750683678

ISBN-13: 9780750683678

Edition: 2008

Authors: Lynette Ryals, Malcolm McDonald

List price: $67.95
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Description:

To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the…    
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Book details

List price: $67.95
Copyright year: 2008
Publisher: Routledge
Publication date: 12/18/2007
Binding: Paperback
Pages: 408
Size: 7.75" wide x 9.50" long x 1.00" tall
Weight: 0.990
Language: English

Dedication
Preface and Acknowledgments
About the Editor
Subject Index
Quotes Suggested
Reading
Author Index