MCDONALD AND ROGERS
ButterHeinem HS
Paperback
224
35916
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.

Key Account Management

  • Publisher: ButterHeinem HS
  • ISBN: 9780750632782
  • Availability: Η διαθεσιμότητα των βιβλίων εξαρτάται από τον εκάστοτε εκδότη.
  • €40.00
  • Ex Tax: €40.00