INDICE: Foreword 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 perspective6 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
- ISBN: 978-0-470-97415-5
- Editorial: John Wiley & Sons
- Encuadernacion: Rústica
- Páginas: 504
- Fecha Publicación: 21/01/2011
- Nº Volúmenes: 1
- Idioma: Inglés