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Strategic customer planning : how to develop and implement a strategic account plan /
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 impl...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
London :
Thorogood,
©2006.
|
| Colección: | Thorogood professional insights.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Melkman, Alan. | |
| 245 | 1 | 0 | |a Strategic customer planning : |b how to develop and implement a strategic account plan / |c Alan Melkman and Ken Simmonds. |
| 246 | 1 | |i At head of title: |a Specially commissioned report | |
| 260 | |a London : |b Thorogood, |c ©2006. | ||
| 300 | |a 1 online resource (x, 279 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
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| 490 | 1 | |a Thorogood professional insights | |
| 504 | |a Includes bibliographical references (page 250). | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | |a 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. | |
| 520 | |a 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. | ||
| 590 | |a eBooks on EBSCOhost |b EBSCO eBook Subscription Academic Collection - Worldwide | ||
| 650 | 0 | |a Selling |x Key accounts. | |
| 650 | 0 | |a Sales management. | |
| 650 | 0 | |a Marketing |x Key accounts. | |
| 650 | 0 | |a Customer services. | |
| 650 | 6 | |a Budgets de publicité. | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 6 | |a Service à la clientèle. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Sales & Selling |x Management. |2 bisacsh | |
| 650 | 7 | |a Customer services |2 fast | |
| 650 | 7 | |a Marketing |x Key accounts |2 fast | |
| 650 | 7 | |a Sales management |2 fast | |
| 650 | 7 | |a Selling |x Key accounts |2 fast | |
| 700 | 1 | |a Simmonds, Kenneth. | |
| 776 | 0 | 8 | |i Print version: |a Melkman, Alan. |t Strategic customer planning. |d London : Thorogood, ©2006 |z 1854183885 |z 9781854183880 |w (OCoLC)170955417 |
| 830 | 0 | |a Thorogood professional insights. | |
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