عنوان
پدید آورنده
موضوع
رده
HF5438.8.K48 M45 2006eb
HF5438
.
8
.
K48
M45
2006eb
کتابخانه
محل استقرار
1854184822
9781854184825
1854183885
b761518
Strategic customer planning :
[Book]
how to develop and implement a strategic account plan /
Alan Melkman and Ken Simmonds.
London :
Thorogood,
©2006.
1 online resource (x, 279 pages) :
illustrations.
Thorogood professional insights
Includes bibliographical references (page 250).
The authors; Introduction to second edition; Introduction, summary and how to get the most out of this book; Chapter 1 The key account planning process; Chapter 2 The customer fact file; Chapter 3 Analyzing performance data; Chapter 4 Customer relationship analysis; Chapter 5 Conducting the SWOT analysis; Chapter 6 Picturing the future; Chapter 7 Creating the future; Chapter 8 Implementing the key account plan; Chapter 9 Account planning formats; Conclusion.
0
Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process.
Strategic customer planning.
9781854183880
Specially commissioned report
Customer services.
Marketing-- Key accounts.
Sales management.
Selling-- Key accounts.
BUSINESS & ECONOMICS-- Sales & Selling-- Management.
Customer services.
Marketing-- Key accounts.
Sales management.
Selling-- Key accounts.
BUS-- 058010
658
.
8/1
22
HF5438
.
8
.
K48
M45
2006eb
Melkman, Alan.
Simmonds, Kenneth.
20201204211008.0
pn
مطالعه متن کتاب [Book]
Y
