Malcolm McDonald on Key Account Management

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book Malcolm McDonald on Key Account Management by Malcolm McDonald, Beth Rogers, Kogan Page
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Author: Malcolm McDonald, Beth Rogers ISBN: 9780749480790
Publisher: Kogan Page Publication: August 3, 2017
Imprint: Kogan Page Language: English
Author: Malcolm McDonald, Beth Rogers
ISBN: 9780749480790
Publisher: Kogan Page
Publication: August 3, 2017
Imprint: Kogan Page
Language: English

Malcolm McDonald on Key Account Management explores 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 Management takes 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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Malcolm McDonald on Key Account Management explores 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 Management takes 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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