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Strategic Customer Alliances: How to Win, Manage and Develop Key Account Business in the 1990's (Financial Times) - Hardcover
This practical guide provides the strategies and tactics necessary to form effective partnerships and customer-driven alliances. Numerous real-life examples and case studies are of specific interest for companies selling in an industrial, retail, or medical environment. Includes the best practices of pro-active key account management, such as how to define, target, and penetrate key accounts and how to negotiate effectively with major customers.
"synopsis" may belong to another edition of this title.
Synopsis:
This volume explores the problems, options and skills needed to achieve and maintain profitable relationships with key customers. Focusing on practical issues, it should help the reader to: define, target and penetrate major potential key customers; structure a customer-driven key account sales organization; develop a strategic selling plan; negotiate effectively with professional purchases; analyze customer profitability; develop synergetic customer/supplier partnerships.
"About this title" may belong to another edition of this title.
- PublisherFinancial Times, Pitman/Longman Group.
- Publication date1992
- ISBN 10 0273038737
- ISBN 13 9780273038733
- BindingHardcover
- Edition number1
- Number of pages288
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Strategic Customer Alliances: How to Win, Manage and Develop Key Account Business in the 1990's (Financial Times)
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Strategic Customer Alliances: How to Win, Manage And Develop Key Account Business in The 1990's
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Book Description Condition: Muy bueno. EAN: 9780273038733 Tipo: Libros Título: Strategic Customer Alliances: How to Win, Manage And Develop Key Account Business in The 1990's Autor: Burnett, Ken Editorial: Hyperion Books Formato: Tapa dura Información adicional: (financial Times). Seller Inventory # Happ-2024-05-15-cea77131
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Strategic Customer Alliances: How to Win, Manage and Develop Key Account Business in the 1990's (Financial Times)
Published by
Financial Times, Pitman/Longman Group. 29/09/1992
(1992)
ISBN 10: 0273038737
ISBN 13: 9780273038733
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Hardcover
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Book Description Condition: Very Good. This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. . Seller Inventory # 7719-9780273038733
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Strategic Customer Alliances: How to Win, Manage and Develop Key Account Business in the 1990's (Financial Times)
Published by
Financial Times, Pitman/Longman Group. 29/09/1992
(1992)
ISBN 10: 0273038737
ISBN 13: 9780273038733
Used
Hardcover
Quantity: 2
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Book Description Condition: Very Good. Shipped within 24 hours from our UK warehouse. Clean, undamaged book with no damage to pages and minimal wear to the cover. Spine still tight, in very good condition. Remember if you are not happy, you are covered by our 100% money back guarantee. Seller Inventory # 6545-9780273038733
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