Malcolm McDonald

(Author)

Malcolm McDonald on Key Account ManagementPaperback, 29 August 2017

Malcolm McDonald on Key Account Management
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Print Length
248 pages
Language
English
Publisher
Kogan Page
Date Published
29 Aug 2017
ISBN-10
0749480777
ISBN-13
9780749480776

Description

Malcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed.

Malcolm McDonald on Key Account Management takes a step-by-step approach to presenting best practice in key account management. Whether your business is starting up or well-established, there is always more to discover about improving the way value is created between you and your most important customers. Malcolm McDonald and Beth Rogers have spent over twenty years researching, teaching and consulting on key account management, and have condensed their knowledge into this book, focusing on making it clear, concise and easy to use.

Product Details

Authors:
Malcolm McDonaldBeth Rogers
Book Format:
Paperback
Country of Origin:
US
Date Published:
29 August 2017
Dimensions:
23.39 x 15.6 x 1.32 cm
ISBN-10:
0749480777
ISBN-13:
9780749480776
Language:
English
Location:
London
Pages:
248
Publisher:
Weight:
353.8 gm

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