Key Account Management PDF Download

Are you looking for read ebook online? Search for your book and save it on your Kindle device, PC, phones or tablets. Download Key Account Management PDF full book. Access full book title Key Account Management by Malcolm McDonald. Download full books in PDF and EPUB format.

Key Account Management

Key Account Management PDF Author: Malcolm McDonald
Publisher:
ISBN: 9780750632782
Category : Business & Economics
Languages : en
Pages : 194

Get Book

Book Description
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 practice Ideal for practitioners and students Based on the unique expertise of the Cranfield Marketing Faculty