| Document Type
|
:
|
BL
|
| Record Number
|
:
|
1007148
|
| Doc. No
|
:
|
b761518
|
| Main Entry
|
:
|
Melkman, Alan.
|
| Title & Author
|
:
|
Strategic customer planning : : how to develop and implement a strategic account plan /\ Alan Melkman and Ken Simmonds.
|
| Publication Statement
|
:
|
London :: Thorogood,, ©2006.
|
| Series Statement
|
:
|
Thorogood professional insights
|
| Page. NO
|
:
|
1 online resource (x, 279 pages) :: illustrations.
|
| ISBN
|
:
|
1854184822
|
|
|
:
|
: 9781854184825
|
|
|
:
|
1854183885
|
| Bibliographies/Indexes
|
:
|
Includes bibliographical references (page 250).
|
| Contents
|
:
|
The authors; Introduction to second edition; Introduction, summary and how to get the most out of this book; Chapter 1 The key account planning process; Chapter 2 The customer fact file; Chapter 3 Analyzing performance data; Chapter 4 Customer relationship analysis; Chapter 5 Conducting the SWOT analysis; Chapter 6 Picturing the future; Chapter 7 Creating the future; Chapter 8 Implementing the key account plan; Chapter 9 Account planning formats; Conclusion.
|
| Abstract
|
:
|
Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process.
|
| Subject
|
:
|
Customer services.
|
| Subject
|
:
|
Marketing-- Key accounts.
|
| Subject
|
:
|
Sales management.
|
| Subject
|
:
|
Selling-- Key accounts.
|
| Subject
|
:
|
BUSINESS ECONOMICS-- Sales Selling-- Management.
|
| Subject
|
:
|
Customer services.
|
| Subject
|
:
|
Marketing-- Key accounts.
|
| Subject
|
:
|
Sales management.
|
| Subject
|
:
|
Selling-- Key accounts.
|
| Dewey Classification
|
:
|
658.8/1
|
| LC Classification
|
:
|
HF5438.8.K48M45 2006eb
|
| Added Entry
|
:
|
Simmonds, Kenneth.
|
| Parallel Title
|
:
|
Specially commissioned report
|