Key Account Plans PDF
By:Lynette Ryals,Malcolm McDonald
Published on 2010-05-14 by Routledge
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.
This Book was ranked at 40 by Google Books for keyword relationship associate.
Book ID of Key Account Plans's Books is oTAtBgAAQBAJ, Book which was written byLynette Ryals,Malcolm McDonaldhave ETAG "X42qROhv6fw"
Book which was published by Routledge since 2010-05-14 have ISBNs, ISBN 13 Code is 9781136390661 and ISBN 10 Code is 1136390669
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Book which have "408 Pages" is Printed at BOOK under CategoryBusiness and Economics
Book was written in en
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