The Resource Malcolm McDonald on key account management, Malcolm McDonald with Beth Rogers

Malcolm McDonald on key account management, Malcolm McDonald with Beth Rogers

Label
Malcolm McDonald on key account management
Title
Malcolm McDonald on key account management
Statement of responsibility
Malcolm McDonald with Beth Rogers
Creator
Contributor
Author
Subject
Language
eng
Summary
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
Cataloging source
DLC
Dewey number
658.8/102
Illustrations
illustrations
Index
index present
LC call number
HF5415.123
LC item number
.M33 2017
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
Label
Malcolm McDonald on key account management, Malcolm McDonald with Beth Rogers
Publication
Copyright
Bibliography note
Includes bibliographical references and index
http://library.link/vocab/branchCode
  • net
Carrier category
online resource
Carrier category code
cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
Acknowledgements -- Introducing key account management -- The role of key accounts in achieving business growth -- Selecting the right key accounts -- Understanding buying decisions -- Key account plans -- Understanding account-based marketing -- People and skills for key account management -- Going global with key accounts -- The risks of key account management -- The future of key account management -- Appendix 1: The McDonald and Rogers 10 guidelines for profitable key account management -- Appendix 2: A quiz for key account managers -- Appendix 3: Important research articles on key account management -- Index
Control code
ocn992437513
Extent
1 online resource (xviii, 230 pages)
Form of item
online
Isbn
9780749480790
Lccn
2017030249
Media category
computer
Media MARC source
rdamedia
Media type code
c
http://library.link/vocab/recordID
.b37440433
Specific material designation
remote
System control number
  • (OCoLC)992437513
  • safari0749480793

Library Locations

    • Deakin University Library - Geelong Waurn Ponds CampusBorrow it
      75 Pigdons Road, Waurn Ponds, Victoria, 3216, AU
      -38.195656 144.304955
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