Understand the essentials of Key Account Management through this clear, concise and no-nonsense guide. Based on over twenty years of research and knowledge, this book is reader-friendly and highly practical.
Published: August 2017, Paperback
Develop a clearly defined value proposition for your company and establish a streamlined, customer-centric selling process, with this practical guide to selling that value proposition.
Published: May 2017, Paperback
Explore the development of account-based marketing as a business practice, the pitfalls to avoid, and a framework for setting up an ABM programme and running it strategically.
Published: March 2017, Paperback
This book fills a significant gap in the market for a practical, "how-to" approach that brings together the most important elements of business strategy, B2B marketing theory and sales management, responding…
Published: August 2012, Paperback
Global Account Management shows you how to manage international business accounts, giving you the tools and techniques to look after the large accounts of big customers, in a world that is getting smaller.
Published: January 2008, Paperback