Buy Used
£0.35
+ £1.80 delivery
Used: Good | Details
Sold by musicMagpie
Condition: Used: Good
Comment: Buy with confidence from a huge UK seller, all items despatched next day directly from the UK. All items are quality guaranteed.
Have one to sell?
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See this image

Follow the Authors

Something went wrong. Please try your request again later.


Key Customers: How to Manage Them Profitably (CIM Professional Development) Paperback – 4 Jul 2000

5.0 out of 5 stars 1 customer review

See all 4 formats and editions Hide other formats and editions
Amazon Price
New from Used from
Paperback, 4 Jul 2000
£0.35
click to open popover

Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.

  • Apple
    Apple
  • Android
    Android
  • Windows Phone
    Windows Phone

To get the free app, enter your mobile phone number.

kcpAppSendButton


Product details

  • Paperback: 319 pages
  • Publisher: Butterworth-Heinemann Ltd (7 April 2000)
  • Language: English
  • ISBN-10: 0750646152
  • ISBN-13: 978-0750646154
  • Product Dimensions: 19 x 2.5 x 24.1 cm
  • Average Customer Review: 5.0 out of 5 stars 1 customer review
  • Amazon Bestsellers Rank: 1,481,597 in Books (See Top 100 in Books)
  • Would you like to tell us about a lower price?
    If you are a seller for this product, would you like to suggest updates through seller support?

  • See Complete Table of Contents

Product description

Review

CRM has been the other hot topic of the year, again with some outstanding books emerging, notably Malcolm McDonald's Key Customers. Marketing Business Dec/Jan 2001

Synopsis

Developing successful business-to-business relationships with more powerful 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 in a practical way that can be implemented in all organizations. In particular 'Key Customers' looks at: * why has key account management become so critical to commercial success? * what are the key challenges and how do successful companies respond? * why is it vital to understand the role of key account management in strategic planning? * do you know what strategy your customer has for your company? By addressing these key questions McDonald, Rogers and Woodburn draw out the business issues that really matter - from developing a customer classification system that really works, analysing the needs of key accounts, developing the skills of key account managers to how systems for implementing key account plans can be developed. Throughout the book the emphasis is on clarifying and articulating the key concepts to give the reader the tools to apply in the marketplace.

The 'real world' approach is based on best practice from leading companies globally and the latest research from the renowned Cranfield School of Management. 'Key Customers' comes from authors with an international reputation in this field and is an essential guide to customer management for marketing and sales executives, and all senior management with strategic responsibility. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student.

See all Product description

1 customer review

5.0 out of 5 stars

Review this product

Share your thoughts with other customers

5 September 2013
Format: PaperbackVerified Purchase