Key Account Management

The Definitive Guide - Third Edition, Revised and Updated

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496 páginas
18 horas de lectura

Negocios & Gestión

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Focusing on key account management (KAM), this insightful text outlines effective strategies and tools for success in the field. It covers essential topics such as customer categorization, understanding the needs of key accounts, and the importance of KAM for commercial success. The authors emphasize the role of key management in strategic planning and detail how companies can cultivate profitable customer relationships, providing a comprehensive guide for aspiring key account managers.

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Key Account Management, Malcolm McDonald, Diana Woodburn

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Publicado en: 2011
Encuadernación: (Tapa blanda)

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Título: Key Account Management
Subtítulo: The Definitive Guide - Third Edition, Revised and Updated
Idioma: Inglés
Autores: Malcolm McDonald, Diana Woodburn
Editorial: John Wiley & Sons Inc
Publicado en: 2011
Formato: Tapa blanda
Páginas: 496
ISBN10: 047097415X
ISBN13: 9780470974155
Serie
Categorías: No ficción Negocios & Gestión
Etiquetas: Comercio
Calificación: 3,8 de 5
Descripción: Focusing on key account management (KAM), this insightful text outlines effective strategies and tools for success in the field. It covers essential topics such as customer categorization, understanding the needs of key accounts, and the importance of KAM for commercial success. The authors emphasize the role of key management in strategic planning and detail how companies can cultivate profitable customer relationships, providing a comprehensive guide for aspiring key account managers.