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By Diana Woodburn, Malcolm McDonald. 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.

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Product Information

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-fashioned 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.

Product Identifiers

Publisher
John Wiley & Sons Inc
ISBN-13
9780470974155
eBay Product ID (ePID)
105359664

Product Key Features

Author
Diana Woodburn, Malcolm McDonald
Publication Name
Key Account Management: the Definitive Guide
Format
Paperback
Language
English
Subject
Marketing
Publication Year
2011
Type
Textbook
Number of Pages
496 Pages

Dimensions

Item Height
248mm
Item Width
191mm
Item Weight
948g

Additional Product Features

Title_Author
Diana Woodburn, Malcolm McDonald
Country/Region of Manufacture
United States

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item 1 Key Account Management: The Definitive Guide by Diana Woodburn, Malcolm McDonald
AU $52.00
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item 2 Key Account Management: The Definit..., McDonald, Malco
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item 3 Key Account Management: The Definitive Guide by McDonald, Malcolm, Woodburn, Dia
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item 4 Key Account Management - The Definitive Guide 3e by Woodburn, Diana
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item 5 Key Account Management - The Definitive Guide 3e by Woodburn, Diana
AU $119.00
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item 6 Diana Woodburn Malcolm McDonald Key Account Management (Paperback)
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item 7 Key Account Management: The Definitive Guide by Diana Woodburn (English) Paperba
AU $138.23
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Picture 1 of 1

Key Account Management: The Definitive Guide by Diana Woodburn, Malcolm McDonald (Paperback, 2011)

About this product

Product Information

Product Identifiers

Product Key Features

Dimensions

Additional Product Features

All listings for this product

item 1 Key Account Management: The Definitive Guide by Diana Woodburn, Malcolm McDonald

item 2 Key Account Management: The Definit..., McDonald, Malco

item 3 Key Account Management: The Definitive Guide by McDonald, Malcolm, Woodburn, Dia

item 4 Key Account Management - The Definitive Guide 3e by Woodburn, Diana

item 5 Key Account Management - The Definitive Guide 3e by Woodburn, Diana

item 6 Diana Woodburn Malcolm McDonald Key Account Management (Paperback)

item 7 Key Account Management: The Definitive Guide by Diana Woodburn (English) Paperba

Best Selling in Adult Learning & University

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The Fourth Turning: What the Cycles of History Tell Us About America's Next Rendezvous with Destiny by William Strauss, Neil Howe (Paperback, 1997)

C Programming Language by Dennis Ritchie, Brian Kernighan (Paperback, 1988)

1177 B.C.: The Year Civilization Collapsed: Revised and Updated by Eric H. Cline (Paperback, 2021)

Gears and Gear Cutting by Ivan R. Law (Paperback, 1998)

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