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Key account plans : the practitioners' guide to profitable planning

Author: Lynette Ryals; Malcolm McDonald
Publisher: Oxford, UK ; Burlington, MA : Butterworth-Heinemann, 2008.
Edition/Format:   Print book : English : 1st edView all editions and formats
Summary:

Provides an introduction to the principles and reality of strategic key account planning. This book delivers: descriptions of the various techniques and the reason for their importance; an approach  Read more...

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Document Type: Book
All Authors / Contributors: Lynette Ryals; Malcolm McDonald
ISBN: 0750683678 9780750683678
OCLC Number: 171110562
Notes: Includes index.
Description: viii, 396 pages : color illustrations ; 25 cm
Contents: IntroductionThe Key Account Strategic Planning ProcessSelecting and Categorising Key AccountAnalysing the Needs of Key AccountsAssessing Forecast Revenues and ProfitabilityAssessing the Riskiness of Key AccountsDeveloping and Implementing Key Account ObjectivesThe Knowledge and Skills for World Class PlanningHow to Categorise SuppliersMeasuring the Effectiveness of Key Account Plans
Responsibility: Lynette Ryals, Malcolm McDonald.

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