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Malcolm McDonald on Key Account Management

by Malcolm Mcdonald

2021-01-02 17:07:15

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Malcolm McDonald on Key Account Managementexplores 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 t... Read more

Malcolm McDonald on Key Account Managementexplores 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 Managementtakes 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.

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Book Details

File size9.21 X 6.22 X 0.55 in
Print pages248
PublisherKogan Page
Publication date August 28, 2017
LanguageEnglish
ISBN9780749480776
autor-image
Malcolm McDonald
Author
Professor Malcolm McDonald was recently cited as one of the top marketing gurus in the world, along with Philip Kotler and Michael Porter and, in a 2006 Times HE piece, he was named as one of the top ...

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