skip to content
Managing major accounts : shaping and exploring your firm's intangible assets Preview this item
ClosePreview this item
Checking...

Managing major accounts : shaping and exploring your firm's intangible assets

Author: Chris Steward
Publisher: London ; New York : McGraw-Hill Book Company, ©1996.
Series: McGraw-Hill marketing for professionals.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
Managing Major Accounts explains how you can benefit from understanding and putting into practice Joint Account Planning; how super-competitors became leaders and stay there using organizations such as Marks & Spencer and McDonald's as case study material, and how to use the account manager's toolkit. Managing Major Accounts is a practical 'how to' guide for practising managers enabling them to use their scarce
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Document Type: Book
All Authors / Contributors: Chris Steward
ISBN: 0077090691 9780077090692
OCLC Number: 33403173
Notes: Includes index.
Description: xvii, 277 pages : illustrations ; 23 cm.
Contents: Stars and consellations; picking out the stars; new ways of thinking; a view from the other side; creating a customer serving agenda; managing the manageable; close encounters of a special kind; positional play behind a solid defence; barriers to achievement; negotiating the maze; major account profitability; creating sustainable customer partnerships; the account manager's toolkit.
Series Title: McGraw-Hill marketing for professionals.
Responsibility: Chris Steward.

Abstract:

This work seeks to show that many firms possess unique, but usually intangible, assets which can be shaped and exploited to create a market differentiation. Structured into two sections, the text  Read more...

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.
Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/33403173> # Managing major accounts : shaping and exploring your firm's intangible assets
    a schema:CreativeWork, schema:Book ;
   library:oclcnum "33403173" ;
   library:placeOfPublication <http://dbpedia.org/resource/London> ; # London
   library:placeOfPublication <http://id.loc.gov/vocabulary/countries/enk> ;
   library:placeOfPublication <http://dbpedia.org/resource/New_York_City> ; # New York
   schema:about <http://id.loc.gov/authorities/subjects/sh85081337> ; # Marketing--Key accounts
   schema:about <http://id.worldcat.org/fast/1112026> ; # Selling--Key accounts
   schema:about <http://dewey.info/class/658.81/e20/> ;
   schema:about <http://experiment.worldcat.org/entity/work/data/1028174044#Topic/verkooptechnieken> ; # Verkooptechnieken
   schema:about <http://id.loc.gov/authorities/subjects/sh85119840> ; # Selling--Key accounts
   schema:about <http://experiment.worldcat.org/entity/work/data/1028174044#Topic/public_relations> ; # Public relations
   schema:about <http://id.worldcat.org/fast/1103833> ; # Sales management
   schema:about <http://id.worldcat.org/fast/1010204> ; # Marketing--Key accounts
   schema:about <http://experiment.worldcat.org/entity/work/data/1028174044#Topic/marketing> ; # Marketing
   schema:bookFormat bgn:PrintBook ;
   schema:copyrightYear "1996" ;
   schema:creator <http://viaf.org/viaf/95060809> ; # Chris Steward
   schema:datePublished "1996" ;
   schema:description "Managing Major Accounts explains how you can benefit from understanding and putting into practice Joint Account Planning; how super-competitors became leaders and stay there using organizations such as Marks & Spencer and McDonald's as case study material, and how to use the account manager's toolkit. Managing Major Accounts is a practical 'how to' guide for practising managers enabling them to use their scarce resources to their full potential on the most profitable customers and to realize their most lucrative opportunities."@en ;
   schema:description "Chris Steward, with his insider knowledge, and years of experience, tells you how in Managing Major Accounts. Starting at the strategic, planning level through to practical implementation, he provides clear guidelines to enable you to implement and understand the following core principles: how to determine your strategy for the relationship with your customers so that confrontation is avoided and day-to-day dealings are positive and successful; how to uncover your crucially important intangible assets: the ones that lift you above the competition, where product and service are difficult to differentiate. It promotes the idea that invisible assets can be shaped and utilized as a valuable leverage for creating a market differentiation, and the ways to realize this; and an understanding of which opportunities are likely to be worth pursuing and the strategy for allocating those limited resources to make the most of them."@en ;
   schema:exampleOfWork <http://worldcat.org/entity/work/id/1028174044> ;
   schema:inLanguage "en" ;
   schema:isPartOf <http://experiment.worldcat.org/entity/work/data/1028174044#Series/mcgraw_hill_marketing_for_professionals> ; # McGraw-Hill marketing for professionals.
   schema:isPartOf <http://experiment.worldcat.org/entity/work/data/1028174044#Series/mcgraw_hill_marketing_for_professionals_series> ; # McGraw-Hill marketing for professionals series
   schema:name "Managing major accounts : shaping and exploring your firm's intangible assets"@en ;
   schema:productID "33403173" ;
   schema:publication <http://www.worldcat.org/title/-/oclc/33403173#PublicationEvent/london_new_york_mcgraw_hill_book_company_1996> ;
   schema:publisher <http://experiment.worldcat.org/entity/work/data/1028174044#Agent/mcgraw_hill_book_company> ; # McGraw-Hill Book Company
   schema:workExample <http://worldcat.org/isbn/9780077090692> ;
   umbel:isLike <http://bnb.data.bl.uk/id/resource/GB9681901> ;
   wdrs:describedby <http://www.worldcat.org/title/-/oclc/33403173> ;
    .


Related Entities

<http://dbpedia.org/resource/London> # London
    a schema:Place ;
   schema:name "London" ;
    .

<http://dbpedia.org/resource/New_York_City> # New York
    a schema:Place ;
   schema:name "New York" ;
    .

<http://experiment.worldcat.org/entity/work/data/1028174044#Agent/mcgraw_hill_book_company> # McGraw-Hill Book Company
    a bgn:Agent ;
   schema:name "McGraw-Hill Book Company" ;
    .

<http://experiment.worldcat.org/entity/work/data/1028174044#Series/mcgraw_hill_marketing_for_professionals> # McGraw-Hill marketing for professionals.
    a bgn:PublicationSeries ;
   schema:hasPart <http://www.worldcat.org/oclc/33403173> ; # Managing major accounts : shaping and exploring your firm's intangible assets
   schema:name "McGraw-Hill marketing for professionals." ;
    .

<http://experiment.worldcat.org/entity/work/data/1028174044#Series/mcgraw_hill_marketing_for_professionals_series> # McGraw-Hill marketing for professionals series
    a bgn:PublicationSeries ;
   schema:hasPart <http://www.worldcat.org/oclc/33403173> ; # Managing major accounts : shaping and exploring your firm's intangible assets
   schema:name "McGraw-Hill marketing for professionals series" ;
    .

<http://id.loc.gov/authorities/subjects/sh85081337> # Marketing--Key accounts
    a schema:Intangible ;
   schema:name "Marketing--Key accounts"@en ;
    .

<http://id.loc.gov/authorities/subjects/sh85119840> # Selling--Key accounts
    a schema:Intangible ;
   schema:name "Selling--Key accounts"@en ;
    .

<http://id.worldcat.org/fast/1010204> # Marketing--Key accounts
    a schema:Intangible ;
   schema:name "Marketing--Key accounts"@en ;
    .

<http://id.worldcat.org/fast/1103833> # Sales management
    a schema:Intangible ;
   schema:name "Sales management"@en ;
    .

<http://id.worldcat.org/fast/1112026> # Selling--Key accounts
    a schema:Intangible ;
   schema:name "Selling--Key accounts"@en ;
    .

<http://viaf.org/viaf/95060809> # Chris Steward
    a schema:Person ;
   schema:birthDate "1943" ;
   schema:familyName "Steward" ;
   schema:givenName "Chris" ;
   schema:name "Chris Steward" ;
    .

<http://worldcat.org/isbn/9780077090692>
    a schema:ProductModel ;
   schema:isbn "0077090691" ;
   schema:isbn "9780077090692" ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.