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(408 pages) to manage key accounts profitably you need strategic planning that works. this book is the definitive guide to achieving this based on the unmatched practical and research experience of ryals and mcdonald. key account management is proven to deliver substantial benefits to the bottom line. best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationsh1ps with an equally carefully selected group of key accounts. this is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. it is about the behaviours and practices that make predictable, profitable and sustainable key account management possible. to achieve this the book is constructed to deliver-* clear descriptions of the various techniques and the reason for their importance * a hugely powerful step by step approach to using the key techniques to build strategic skills * templates for building real plans * cases, examples and vig*n*e*t*tes to show best real world practice based on wide application in the business world, and the world class research at cranfield management school this book will be an essential introduction to the principles and reality of strategic key account planning. for senior managers, key account managers at all levels as well as those on executive and mba courses it will be an essential guide and text. * as author of the hugely successful marketing plans (now in it's 6th edition) mcdonald has proved himself one of the world's leading business authors-working here with professor ly*n*e*t*te ryals they have produced the authoritative guide to this crucial area of business to business marketing. * carefully constructed step by step approach allows the reader to build strategic thinking, and highly developed templates allow real...

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Based on the world-class research at Cranfield Management School, this text offers an essential introduction to the principles and reality of strategic key account planning. It is ideal for senior managers and key account managers at all levels as we...

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BRAND NEW FROM THE SAINT BOOKSTORE.

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Provides an introduction to the principles and reality of strategic key account planning. this book delivers: descriptions of the various techniques and the reason for their importance; an approach to using the key techniques to build strategic skills; templates for building real plans; cases, examples and vig*n*e*t*tes to show real world practice. illustrations (Paperback)

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Provides an introduction to the principles and reality of strategic key account planning. This book delivers: descriptions of the various techniques and the reason for their importance; an approach to using the key techniques to build strategic skills...

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Brand new book.

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SHIPS FROM GERMANY. NO EXPEDITED SHIPPING! Allow 10-14 business days for delivery. Please always check the language in the product description section. Few left in stock-order soon. Selling online since 1995. Code: L20091111201150I.

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Please note that deliveries to addresses in the UK and Europe will be in 4-14 business days. Other countries should refer to Alibris standard times. To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver-* Clear descriptions of the various techniques and the reason for their importance * A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans * Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text. * As author of the hugely successful Marketing Plans (now in it's 6th edition) McDonald has proved himself one of the world's leadingbusiness authors-working here with Professor Lynette Ryals they have produced the authoritative guide to this crucial area of business to business marketing. * Careful

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Trade paperback (US). Sewn binding. 396 p. Contains: Illustrations.

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DISPATCHED FROM UNITED KINGDOM. NO EXPEDITED SHIPPING! Please note orders are confirmed immediately and may take 2-3 business days to ship. This processing time is in addition to the shipping time. Please allow 10-14 days for delivery. Brand new item. Order now. Selling online since 1995. Order with confidence. Code: G20091121062735D.

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PLEASE NOTE: All books are promptly imported from the UK using International Priority Airmail. Delivery is typically 5-10 working days. Please do not select expedited shipping. Heavier and more expensive items have tracking number. Professional and reliable bookseller (est.1987).