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Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
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Bibliographic Detail
Publisher Free Pr
Publication date September 4, 2001
Pages 462
Binding Hardcover
Book category Adult Non-Fiction
ISBN-13 9780743211888
ISBN-10 074321188X
Dimensions 1.50 by 6.50 by 9.75 in.
Weight 1.65 lbs.
Availability§ Publisher Out of Stock Indefinitely
Original list price $45.00
§As reported by publisher
Summaries and Reviews
Summary
A practical and timely handbook for modern-day sales managers explains how to transform key accounts, in both domestic and global markets, into business success, providing step-by-step guidelines for developing strategy, managing a sales force, analyzing key accounts, and more. 12,500 first printing. (view table of contents)
Amazon.com description: Product Description: Columbia University's Noel Capon delivers the only up-to-the-second, must-read handbook for today's sales manager - an A-to-Z how-to on parlaying key accounts, both domestic and global, into unprecedented business success. The current explosion in mergers and acquisitions has prompted a rapid change in the nature of sales straegies and ideologies. So say goodbye to traditional, tired and true systems, and say hello to customer consolidation, account partnerships and above all, increased sales pressure. It's a bold new business world, in which a firm's 'key' accounts are by far its most crucial assets. Recognising the central importance of managing key accounts, Noel Capon has written a timely and truly indispensable guide for the entire sales force, from the sales director to the key-account manager. He presents a powerful, step-by-step framework for developing domestic and global strategies, organising the process, managing the sales force, and effectively analyzing key accounts.

Editions
Hardcover
Book cover for 9780743211888
 
The price comparison is for this edition
from Free Pr (September 4, 2001); titled "Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset"
9780743211888 | details & prices | 462 pages | 6.50 × 9.75 × 1.50 in. | 1.65 lbs | List price $45.00
About: A practical and timely handbook for modern-day sales managers explains how to transform key accounts, in both domestic and global markets, into business success, providing step-by-step guidelines for developing strategy, managing a sales force, analyzing key accounts, and more.
Paperback
Book cover for 9781451624236
 
from Free Pr (October 15, 2010); titled "Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset"
9781451624236 | details & prices | 462 pages | 6.00 × 9.25 × 1.25 in. | 1.55 lbs | List price $28.99
About: The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process.
Miscellaneous
Book cover for 9780743215442
 
from Free Pr (September 4, 2001); titled "Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset"
9780743215442 | details & prices | 480 pages | List price $33.99

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