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Key Customers

Key Customers PDF Author: Malcolm McDonald
Publisher: Butterworth-Heinemann
ISBN: 0750646152
Category : B2B-handel
Languages : en
Pages : 343

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Book Description
Developing successful business-to-business 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. In particular 'Key Customers' looks at: * why has key account management become so critical to commercial success? * what are the key challenges and how do successful companies respond? * why is it vital to understand the role of key account management in strategic pla.