Key Account Management: Learning from Supplier and Customer Perspectives - Couverture souple

McDonald, Malcolm; Rogers, Beth

 
9780750632782: Key Account Management: Learning from Supplier and Customer Perspectives
Couverture souple
ISBN 10 : 075063278X ISBN 13 : 9780750632782
Editeur : Butterworth-Heinemann Ltd, 1998

Synopsis

Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad. Based on extensive and unique research by Cranfield School of Management, "Key Account Management" presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization. It addresses one of the key new areas in strategic marketing practice. It is ideal for practitioners and students.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l?auteur

MA(Oxon), MSc, PhD, D.Litt. FCIM FRSA, until recently was Professor of Marketing and Deputy Director Cranfield School of Management, with special responsibility for E-business. Malcolm is a graduate in English Language and Literature from Oxford University, in Business Studies from Bradford University Management Centre, and has a PhD from Cranfield University. He also has an Honorary Doctorate from Bradford University. Malcolm has extensive industrial experience, including a number of years as Marketing Director of Canada Dry. Beth Rogers is Visiting Fellow at the Cranfield School of Management and a Chartered Maketer. She spent her early career with IBM and then worked as a management consultant for nine years before joining Logical Worlwide as Solutions Marketing Manager.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Butterworth-Heinemann Ltd
Date d'édition
1998
Langue
anglais
ISBN 10 
075063278X
ISBN 13 
9780750632782
Reliure
Broché
Nombre de pages
224
Coordonnées du fabricant
non disponible
Personne responsable
non disponible