Savitribai Phule Pune University, Pune

Jayakar Knowledge Resource Centre

Malcolm McDonald on key account management / Malcolm McDonald with Beth Rogers.

By: McDonald, Malcolm [author.]Contributor(s): Rogers, Beth, 1957- [author.]Material type: TextTextPublication details: London, United Kingdom ; New York, NY : Kogan Page Limited, 2017Edition: 1st edDescription: xvi, 226 p. : illustrations ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9780749480776 (pbk.)Subject(s): Marketing -- Key accounts | Selling -- Key accountsAdditional physical formats: Online version:: Malcolm McDonald on key account managementDDC classification: 658.8102
Contents:
Acknowledgements -- Introducing key account management -- The role of key accounts in achieving business growth -- Selecting the right key accounts -- Understanding buying decisions -- Key account plans -- Understanding account-based marketing -- People and skills for key account management -- Going global with key accounts -- The risks of key account management -- The future of key account management -- Appendix 1: The McDonald and Rogers 10 guidelines for profitable key account management -- Appendix 2: A quiz for key account managers -- Appendix 3: Important research articles on key account management -- Index.
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Holdings
Item type Current library Home library Call number Status Notes Date due Barcode Item holds
JKRC Social Science Complex
JKRC Social Science Complex
658.8102 MCD (Browse shelf(Opens below)) Available PN107693 BCL844
Total holds: 0

Includes bibliographical references and index.

Acknowledgements -- Introducing key account management -- The role of key accounts in achieving business growth -- Selecting the right key accounts -- Understanding buying decisions -- Key account plans -- Understanding account-based marketing -- People and skills for key account management -- Going global with key accounts -- The risks of key account management -- The future of key account management -- Appendix 1: The McDonald and Rogers 10 guidelines for profitable key account management -- Appendix 2: A quiz for key account managers -- Appendix 3: Important research articles on key account management -- Index.

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