With a free CD ROM containing key account selection software and
planning tools. Any organization's key accounts are its lifeblood.
This highly practical book puts forward a unique yet simple
planning methodology for identifying, obtaining, retaining and
developing key customers. Completely updated and revised with lots
of new material to reflect the latest best practice, this edition
will reinforce its standing as the premier book on the subject.
This is one of very few books to take the long-term, team-selling
strategic view of Key Account Management (KAM). Apart from finding
great resonance with business practitioners all over the world, Key
Account Management has established itself on many academic reading
lists. Translated into five languages, it was also short-listed for
Business Book of the Year in Sweden (2002). This new edition
features: lots of new case studies; several new chapters;
significant updates on Selecting Key Customers, Key Account plans
and the use of IT; a new and updated CD ROM containing the Insight
key account selection software and planning tools.
|Country of origin:
||Electronic book text
||3rd Revised edition
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