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A handbook on key account management (KAM). In How Come You Can't Identify Your Key Customers? Peter Cheverton explores how to achieve the core objectives of KAM, such as how to retain customers in a competitive environment and how to create a customer-intimate business. There are global cases, tools, techniques and exercises.
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The essential guide to key account selection, Peter Cheverton
- Language
- Released
- 2002
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- (Paperback)
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- Title
- The essential guide to key account selection
- Language
- English
- Authors
- Peter Cheverton
- Publisher
- Kogan Page
- Released
- 2002
- Format
- Paperback
- Pages
- 160
- ISBN10
- 0749437294
- ISBN13
- 9780749437299
- Series
- Rating
- 1 out of 5
- Description
- A handbook on key account management (KAM). In How Come You Can't Identify Your Key Customers? Peter Cheverton explores how to achieve the core objectives of KAM, such as how to retain customers in a competitive environment and how to create a customer-intimate business. There are global cases, tools, techniques and exercises.