PublishedWiley Australia, March 2011 |
ISBN9780470974155 |
FormatSoftcover, 504 pages |
Dimensions24.3cm × 19.3cm × 2cm |
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.
