9780470974155 - key account management: the definitive guide von woodburn, diana; mcdonald, malcolm (24 Ergebnisse)
- Softcover
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- Softcover
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paperback. Zustand: Good. 3rd Edition, Revised and Updated. Ships same day or next business day! UPS shipping available (Priority Mail for AK/HI/APO/PO Boxes). Used sticker and some writing and/or highlighting. Used books may not include working access code. Used books will not include dust jackets.
- Softcover
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Zustand: Very Good. 3rd Edition. Former library copy. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Includes library markings. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good.
- Softcover
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Paperback. Zustand: Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged.
- Softcover
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- Softcover
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PAP. Zustand: New. New Book. Shipped from UK. Established seller since 2000.
- Softcover
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- Softcover
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- Softcover
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- Softcover
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Zustand: New. pp. xx + 476 Illus.
- Softcover
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- Softcover
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- Softcover
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- Softcover
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Zustand: New. 2011. 3rd Edition, Revised and Updated. Paperback. This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of ke…y accounts. Num Pages: 496 pages, ill. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 243 x 193 x 24. Weight in Grams: 1086. . . . . .
- Softcover
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Paperback / softback. Zustand: New. New copy - Usually dispatched within 4 working days.
- Softcover
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Zustand: New. 2011. 3rd Edition, Revised and Updated. Paperback. This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of ke…y accounts. Num Pages: 496 pages, ill. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 243 x 193 x 24. Weight in Grams: 1086. . . . . . Books ship from the US and Ireland.
- Softcover
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Paperback. Zustand: new. Paperback. "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. Anything less is just old-fas…hioned selling." Developing successful business-to-business relationships with more 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 by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success?What are the key challenges and how do successful companies respond?What part does key account management play in strategic planning?How do companies build profitable relationships with their customers?How does key account management actually work?What does a successful key account manager look like and what skills does he/she need?How should key account managers be evaluated and rewarded?How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers. This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Shipping may be from multiple locations in the US or from the UK, depending on stock availability.
- Softcover
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Zustand: New. Brand new! Please provide a physical shipping address.
- Softcover
Anbieter: Revaluation Books, Exeter, Vereinigtes KönigreichRevaluation Books
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EUR 126,35
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Paperback. Zustand: Brand New. 3rd edition. 384 pages. 9.61x7.48x1.02 inches. In Stock.
- Softcover
Anbieter: moluna, Greven, Deutschlandmoluna
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EUR 94,24
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Zustand: New. Diana WoodburnBSc MSc MBA FCIMDiana is the Managing Director of Marketing Best Practice, a Visiting Fellow at Cranfield School of Management and Associate Fellow at Warwick Business School. In 1998, together with Malcolm McDonald, she founded Cranfield s KA.
- Softcover
Anbieter: AHA-BUCH GmbH, Einbeck, DeutschlandAHA-BUCH GmbH
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EUR 128,52
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Taschenbuch. Zustand: Neu. Neuware - This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Topics include w…hy key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager.
- Softcover
- Print-on-Demand
Anbieter: Revaluation Books, Exeter, Vereinigtes KönigreichRevaluation Books
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EUR 63,79
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Paperback. Zustand: Brand New. 3rd edition. 384 pages. 9.61x7.48x1.02 inches. In Stock. This item is printed on demand.
- Softcover
- Print-on-Demand
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EUR 59,07
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Paperback. Zustand: new. Paperback. "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. Anything less is just old-fas…hioned selling." Developing successful business-to-business relationships with more 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 by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success?What are the key challenges and how do successful companies respond?What part does key account management play in strategic planning?How do companies build profitable relationships with their customers?How does key account management actually work?What does a successful key account manager look like and what skills does he/she need?How should key account managers be evaluated and rewarded?How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers. This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability.
- Softcover
- Print-on-Demand
Anbieter: AussieBookSeller, Truganina, VIC, AustralienAussieBookSeller
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EUR 96,35
EUR 32,34 VersandVersand von Australien nach USAAnzahl: 1 verfügbar
Paperback. Zustand: new. Paperback. "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. Anything less is just old-fas…hioned selling." Developing successful business-to-business relationships with more 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 by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success?What are the key challenges and how do successful companies respond?What part does key account management play in strategic planning?How do companies build profitable relationships with their customers?How does key account management actually work?What does a successful key account manager look like and what skills does he/she need?How should key account managers be evaluated and rewarded?How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers. This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. This item is printed on demand. Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability.
