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Key Account Management: A Complete Action Kit of Tools & Techniques for Achieving Profitable Key Supplier Status
By Malcolm McDonald (foreword by) and Peter Cheverton
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Bibliographic Detail
Publisher Kogan Page Ltd
Publication date September 1, 2001
Binding Paperback
Edition Pap/cdr
Book category Adult Non-Fiction
ISBN-13 9780749435950
ISBN-10 074943595X
Dimensions 0.75 by 7.50 by 10 in.
Weight 1.70 lbs.
Availability§ Out of Print
Published in Great Britain
Original list price $38.00
§As reported by publisher
Summaries and Reviews description: Product Description:
Any organization s key accounts are its lifeblood. They must be won, cared for, nurtured and protected. But do you know who your key accounts are, what they want and how they view you? Does your whole business practice key account management or are you just selling? Key Account Management provides you with a set of practical tools that show you how to: * Identify Your Key Accounts; * Implement A Strategy For Winning And Keeping Them; * Deliver Added-Value Propositions With Appropriate Rewards; * Keep Them Out Of The Grasp Of Competitors; * Develop Relationships That Are Mutually Beneficial.Included in this fully updated second edition of ""Key Account Management"" is a free CD ROM containing tried and tested key account identification and selection software, and a framework for writing your key account plans.

Book cover for 9780749435950 Book cover for 9780749441692
3 pap/cdr edition from Kogan Page Ltd (March 1, 2004); titled "Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status"
9780749441692 | details & prices | 352 pages | 7.75 × 10.00 × 1.00 in. | 1.80 lbs | List price $55.00
About: * New cases, several new chapters and significant updates on selecting new customers, key account plans and use of IT
The price comparison is for this edition
With Malcolm McDonald (other contributor) | Pap/cdr edition from Kogan Page Ltd (September 1, 2001)
9780749435950 | details & prices | 7.50 × 10.00 × 0.75 in. | 1.70 lbs | List price $38.00
About: Any organization s key accounts are its lifeblood.

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