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" Key account management : "
Diana Woodburn and Malcolm McDonald
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BL
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| Record Number
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658157
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| Doc. No
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dltt
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| Main Entry
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Woodburn, Diana
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| Title & Author
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Key account management : : the definitive guide /\ Diana Woodburn and Malcolm McDonald
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| Edition Statement
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Third edition
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| Page. NO
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xx, 476 pages :: illustrations ;; 25 cm
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| ISBN
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9780470974155 (pbk.)
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: 047097415X (pbk.)
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| Bibliographies/Indexes
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Includes bibliographical references and index
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| Abstract
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"This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager."--
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"This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager"--
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| Subject
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Selling-- Key accounts
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| Subject
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Marketing-- Key accounts
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| Dewey Classification
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658.8/04
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| LC Classification
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HF5438.8.K48M35 2011
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| Added Entry
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McDonald, Malcolm
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