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Focusing on key account management (KAM), this insightful text outlines effective strategies and tools for success in the field. It covers essential topics such as customer categorization, understanding the needs of key accounts, and the importance of KAM for commercial success. The authors emphasize the role of key management in strategic planning and detail how companies can cultivate profitable customer relationships, providing a comprehensive guide for aspiring key account managers.
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Key Account Management, Diana Woodburn, Malcolm McDonald
- Language
- Released
- 2011
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- (Paperback)
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- Title
- Key Account Management
- Subtitle
- The Definitive Guide - Third Edition, Revised and Updated
- Language
- English
- Authors
- Diana Woodburn, Malcolm McDonald
- Publisher
- John Wiley & Sons Inc
- Released
- 2011
- Format
- Paperback
- Pages
- 496
- ISBN10
- 047097415X
- ISBN13
- 9780470974155
- Series
- Rating
- 3.8 out of 5
- Description
- Focusing on key account management (KAM), this insightful text outlines effective strategies and tools for success in the field. It covers essential topics such as customer categorization, understanding the needs of key accounts, and the importance of KAM for commercial success. The authors emphasize the role of key management in strategic planning and detail how companies can cultivate profitable customer relationships, providing a comprehensive guide for aspiring key account managers.