(Ebook) Key Account Management : the Definitive Guide by McDonald, Malcolm; Woodburn, Diana ISBN 9780470974155, 9780470974728, 9780470974735, 9780470974759, 9781119207252, 9783520116581, 047097415X, 0470974729, 0470974737

(Ebook) Key Account Management : the Definitive Guide by McDonald, Malcolm; Woodburn, Diana ISBN 9780470974155, 9780470974728, 9780470974735, 9780470974759, 9781119207252, 9783520116581, 047097415X, 0470974729, 0470974737

""This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling."" Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known autho.� Abstract: 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.�