By Noel Capon
For the 1st time, Capon introduces his step forward four-part "congruence version" of key account administration -- a brand new, completely researched method of optimally coping with your key account portfolio. First, the writer exhibits tips on how to opt for and conceptualize the foremost account portfolio; moment, how one can set up and deal with key bills; 3rd, find out how to recruit, decide upon, teach, preserve, and present key account managers; and fourth, tips on how to formulate and execute approach and problems with coordination and keep watch over. This congruence version serves as a backdrop as Capon takes the reader step by step throughout the important services of key account administration together with opting for key account standards, contemplating the threats and possibilities for the most important account, and realizing the jobs and tasks of serious avid gamers. Capon backs up his issues with large examine, real-life tales of successes and screw ups at various businesses, and clarifying figures. specified chapters are dedicated to partnering with key debts and in-depth details on international key account administration, an more and more vital weapon for staying sooner than the contest.
well timed, vital, and crucial, Key Account administration and Planning is the one reference instruction manual people with key account obligations will ever need.
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Extra info for Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset by Noel Capon
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