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Tables of Contents for Key Customers
Chapter/Section Title
Page #
Page Count
Foreword
vii
 
Preface
ix
 
Acknowledgements
xi
 
The purpose of this book
xiii
 
Learning features
xv
 
Before you read this book!
xvii
 
List of figures and tables
xix
 
Why key account management?
1
22
The origins of key account management
23
22
Key relationship development
45
32
The buyer perspective
77
30
Defining and selecting key accounts
107
22
Key account analysis
129
22
Planning for key accounts and measuring profitability
151
30
Organizing for key account management
181
28
The key account manager
209
32
Processes for implementing key account management
241
30
Relationship development processes
271
16
Mini-cases
287
28
Now that you have read this book!
315
2
Index
317