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Key account management in financial services : tools and techniques for building strong relationships with major clients

Author: Peter Cheverton
Publisher: Sterling, VA : Kogan Page, 2004.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers.
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Key account management in financial services.
Sterling, VA : Kogan Page, 2004
(DLC) 2004019046
(OCoLC)56198728
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Peter Cheverton
ISBN: 1417593911 9781417593910 0749441879 9780749441876 1597344168 9781597344166 9780749447144 0749447141
OCLC Number: 60377432
Description: 1 online resource (xiv, 329 pages) : illustrations
Contents: And it was all going so very well --
Part I. Defining key account management --
Part II. The customer's perspective --
Part III. Preparing for key account management --
Part IV. Identifying key accounts --
Part V. Entry strategies --
Part VI. Meeting the customer's needs --
Part VII. Keeping on track.
Responsibility: Peter Cheverton [and others].

Abstract:

Compiled from original in-depth research and interviews, Key Account Management in Financial Services is designed to take the reader through the process of understanding, analysis, planning,  Read more...

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