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...

Descripción completa

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Melkman, Alan
Otros Autores: Simmonds, Kenneth
Formato: Electrónico eBook
Idioma:Inglés
Publicado: London : Thorogood, ©2006.
Colección:Thorogood professional insights.
Temas:
Selling > Key accounts.
Sales management.
Marketing > Key accounts.
Customer services.
Budgets de publicité.
Ventes > Gestion.
Service à la clientèle.
BUSINESS & ECONOMICS > Sales & Selling > Management.
Customer services
Marketing > Key accounts
Sales management
Selling > Key accounts
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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.

Ejemplares similares