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Diana Woodburn has written 5 work(s)
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Cover for 9780750646154 Cover for 9780750662468 Cover for 9780470974155 Cover for 9781118509081
cover image for 9780750646154
Product Description: 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...read more (view table of contents, read Amazon.com's description)

Paperback:

9780750646154 | Butterworth-Heinemann, July 1, 2000, cover price $44.95 | About this edition: Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity.

cover image for 9780750662468
Product Description: This book combines thoroughly field-tested knowledge delivered in a carefully developed step-by-step format. Both the manager and student will be able to build understanding and a key account by the end of it. By analysing how key accounts really work in detail the authors create the tools that the reader will need in the marketplace...read more

Paperback:

9780750662468 | 2 edition (Butterworth-Heinemann, December 19, 2006), cover price $59.95 | About this edition: This book combines thoroughly field-tested knowledge delivered in a carefully developed step-by-step format.

Paperback:

9781856176453 | Butterworth-Heinemann, September 18, 2008, cover price $84.95

cover image for 9780470974155
Product Description: "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing...read more

Paperback:

9780470974155 | 3 edition (John Wiley & Sons Inc, March 22, 2011), cover price $71.00 | About this edition: "This book is crammed with distilled, practical wisdom for key account managers and their directors.

cover image for 9781118509081
Product Description: A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM)...read more

Hardcover:

9781118509081 | John Wiley & Sons Inc, May 12, 2014, cover price $55.00 | About this edition: A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM).

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