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Key Account Management: Learning from Supplier and Customer Perspectives
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Bibliographic Detail
Publisher Butterworth-Heinemann
Publication date May 27, 1998
Pages 194
Binding Paperback
Book category Adult Non-Fiction
ISBN-13 9780750632782
ISBN-10 075063278X
Dimensions 0.50 by 6.25 by 9.50 in.
Weight 0.75 lbs.
Availability§ Out of Print
Published in Great Britain
Original list price $74.95
§As reported by publisher
Summaries and Reviews
Amazon.com description: Product Description: 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 seller/buyer dyad.

Based on extensive and unique research by Cranfield School of Management, Key Account Management presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization.

Addresses one of the key new areas in strategic marketing practice
Ideal for practitioners and students
Based on the unique expertise of the Cranfield Marketing Faculty

Editions
Paperback
Book cover for 9780750632782
 
The price comparison is for this edition
from Butterworth-Heinemann (May 27, 1998)
9780750632782 | details & prices | 194 pages | 6.25 × 9.50 × 0.50 in. | 0.75 lbs | List price $74.95
About: Key account management is a natural development of customer focus and relationship marketing in business-to-business markets.

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