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Download Key Account Management: Learning from supplier and customer perspectives (Cim Professional) epub book
ISBN:075063278X
Author: Malcolm McDonald
ISBN13: 978-0750632782
Title: Key Account Management: Learning from supplier and customer perspectives (Cim Professional)
Format: rtf docx lrf lit
ePUB size: 1692 kb
FB2 size: 1718 kb
DJVU size: 1512 kb
Language: English
Category: Marketing and Sales
Publisher: Butterworth-Heinemann; 1st edition (June 10, 1998)
Pages: 224

Key Account Management: Learning from supplier and customer perspectives (Cim Professional) by Malcolm McDonald



Learning from Supplier and Customer Perspectives. by Malcolm McDonald and Beth Rogers. Select Format: Paperback.

Professor McDonald and his associates have produced a number of books on the subject.

com Product Description (ISBN 075063278X, Paperback).

Key Customers: How to manage them profitably (Chartered Institute of Marketing). by Malcolm McDonald, Beth Rogers, Diana Woodburn. ISBN 9780750646154 (978-0-7506-4615-4) Softcover, n, 2000.

The scope of KAM is widening and at the same time becoming more complex. The Swedish School of Economics and Business Administration Finland Ojasalo.

McDonald, Millman and Rogers, 1996). Sales and Marketing Professional, November/December 2004, 38-39. Luton: Institute of Sales and Marketing Management. Hamel, G. and Pralahad, C. K. (1994) Competing for the Future.

Developing successful relationships with more powerful 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 in a practical way that can be implemented in all organizations  .

Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad. Based on extensive and unique research by Cranfield School of Management, Key Account Management presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization. Addresses one of the key new areas in strategic marketing practiceIdeal for practitioners and studentsBased on the unique expertise of the Cranfield Marketing Faculty