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Strategic customer planning : how to develop and implement a strategic account plan

Author: Alan Melkman; Kenneth Simmonds
Publisher: London : Thorogood, ©2006.
Series: Thorogood professional insights.
Edition/Format:   eBook : Document : English : 2nd edView all editions and formats
Database:WorldCat
Summary:
Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process.
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Melkman, Alan.
Strategic customer planning.
London : Thorogood Publishing, ©2006
(OCoLC)170955417
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Alan Melkman; Kenneth Simmonds
ISBN: 1854183885 9781854183880 9781854184825 1854184822
OCLC Number: 243598745
Notes: Title from title screen.
Description: 1 online resource (x, 279 pages) : illustrations.
Contents: The authors; Introduction to second edition; Introduction, summary and how to get the most out of this book; Chapter 1 The key account planning process; Chapter 2 The customer fact file; Chapter 3 Analyzing performance data; Chapter 4 Customer relationship analysis; Chapter 5 Conducting the SWOT analysis; Chapter 6 Picturing the future; Chapter 7 Creating the future; Chapter 8 Implementing the key account plan; Chapter 9 Account planning formats; Conclusion.
Series Title: Thorogood professional insights.
Responsibility: Alan Melkman, Ken Simmonds.

Abstract:

Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the  Read more...

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