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Key Account Management : The Definitive Guide, Paperback by Woodburn, Diana; ...
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- Buy It NowKey Account Management : The Definitive Guide, Paperback by Woodburn, Diana; ...
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Located in: Jessup, Maryland, United States
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eBay item number:364792072909
Item specifics
- Condition
- Good
- Seller Notes
- Book Title
- Key Account Management : The Definitive Guide
- ISBN
- 9780470974155
- Subject Area
- Business & Economics
- Publication Name
- Key Account Management : the Definitive Guide
- Item Length
- 9.7 in
- Publisher
- Wiley & Sons, Incorporated, John
- Subject
- Marketing / General, General, Sales & Selling / General
- Publication Year
- 2011
- Type
- Textbook
- Format
- Trade Paperback
- Language
- English
- Item Height
- 1.1 in
- Item Width
- 7.5 in
- Item Weight
- 34.5 Oz
- Number of Pages
- 496 Pages
About this product
Product Information
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.
Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
047097415x
ISBN-13
9780470974155
eBay Product ID (ePID)
11038308412
Product Key Features
Publication Name
Key Account Management : the Definitive Guide
Format
Trade Paperback
Language
English
Subject
Marketing / General, General, Sales & Selling / General
Publication Year
2011
Type
Textbook
Subject Area
Business & Economics
Number of Pages
496 Pages
Dimensions
Item Length
9.7 in
Item Height
1.1 in
Item Width
7.5 in
Item Weight
34.5 Oz
Additional Product Features
Edition Number
3
LCCN
2010-045341
Intended Audience
Scholarly & Professional
Lc Classification Number
Hf5438.8.K48
Table of Content
Foreword by Martin Lamb. Acknowledgements. The purpose of this book. Before you read this book! List of figures and tables. 1 The crucial role of key account management. 2 Selecting and categorizing key customers. 3 Relationship stages. 4 Developing key relationships. 5 The buyer perspective. 6 Key account profitability. 7 Key account analysis. 8 Planning for key accounts. 9 Processes - making key account management work. 10 The role and requirements of key account managers. 11 Performance and rewards in KAM. 12 Organizing for key account management. 13 Transitioning to KAM. Further reading. Integrated fast track. Mini-cases. Index.
Copyright Date
2011
Dewey Decimal
658.804
Dewey Edition
22
Illustrated
Yes
Item description from the seller
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eBay item number:364792072909
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