Key Account Plans

Name: Key Account Plans
Brand: Taylor & Francis Ltd
SKU: 9781138134119
Price: 1259.27 RON
Availability: InStock

Autor: Lynette Ryals, Malcolm McDonald

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Legare: Copertă tare

Editura: Taylor & Francis Ltd

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To manage key accounts profitably you need strategic planning that works. This book is the definitiv...

Informații despre carte

Autor

Lynette Ryals, Malcolm McDonald

Limbă

engleză

Legare

Carte - Copertă tare

Publicat

2015

Pagini

406

EAN

9781138134119

ISBN

9781138134119

Enbook ID

10043466

Editura

Taylor & Francis Ltd

Greutate

910

Dimensiuni

189 x 246

Descriere completă

To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald.

Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver-

* Clear descriptions of the various techniques and the reason for their importance

* A hugely powerful step by step approach to using the key techniques to build strategic skills

* Templates for building real plans

* Cases, examples and vignettes to show best real world practice

Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text.

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