Key account management / Learning from supplier and customer perspectives LEARNING FROM SUPPLIER AND CUSTOMER PERSPECTIVES
Material type:
TextPublication details: UK ButterworthHeinemann 1998Description: 352p., 234 x 156mm, 40 line illustrations, hardbackISBN: - 075063278X
| Item type | Current library | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|
| Standard Loan | Clonmel Library Main Collection | 658.812 MCD (Browse shelf(Opens below)) | Available | R01276PKRCC | ||
| Standard Loan | Thurles Library Main Collection | 658.812 MCD (Browse shelf(Opens below)) | Available | R04564XKRCT | ||
| Standard Loan | Thurles Library Main Collection | 658.812 MCD (Browse shelf(Opens below)) | Available | R04568KKRCT | ||
| Standard Loan | Thurles Library Main Collection | 658.812 MCD (Browse shelf(Opens below)) | Available | R04937KKRCT |
Enhanced descriptions from Syndetics:
Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the buyer/seller dyad.
Based on extensive research, this study presents a new framework for understanding the development of key account relationships. It incorporates a guide to the current practice of key account management and comments on the challenges for the future.
The process of key account development; the account planning process; identifying and targeting key accounts; key account planning; the role of the key account developer; positioning of the key account; developing global accounts; the future.