Key account management : learning from supplier and customer perspectives / Malcolm McDonald and Beth Rogers.
By: McDonald, Malcolm
.
Contributor(s): Rogers, Beth | Chartered Institute of Marketing.
Material type: 
BookSeries: CIM professional.Publisher: Oxford. Boston : Butterworth-Heinemann, 1998Description: xvi, 194 p. : ill. ; 24 cm. + pbk.ISBN: 075063278X.Subject(s): Selling -- Key accounts | Marketing -- Key accountsDDC classification: 658.804 | Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
| General Lending | MTU Bishopstown Library Lending | 658.804 (Browse shelf(Opens below)) | 1 | Checked out | 24/01/2022 | 00076021 |
Enhanced descriptions from Syndetics:
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 buyer/seller dyad.
Bibliography: (pages 187-188) and index.
The origins of key account management -- The evolution of key account relationships -- Key account planning in the context of strategic marketing planning -- Identifying and targeting key accounts -- Key account planning -- The role and skills of the key account manager -- Positioning key account activity -- The future of key account management -- Mini-cases.