Strategic customer planning : how to develop and implement a strategic account plan / Alan Melkman and Ken Simmonds.

By:

Melkman, Alan

Contributor(s):

Simmonds, Kenneth

Material type: Text

text

Media type:

computer

Carrier type:

online resource

ISBN:

9781854184825
1854184822

Other title:

At head of title: Specially commissioned report

Subject(s): Genre/Form:

Electronic books.

Additional physical formats: Print version:: Strategic customer planning.DDC classification:

658.8/1 22

LOC classification:

HF5438.8.K48 M45 2006eb

Online resources:

Click here to access online

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.

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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Holdings
Item type	Home library	Collection	Call number	Materials specified	Status	Date due	Barcode
Electronic-Books	OPJGU Sonepat- Campus	E-Books EBSCO			Available

Includes bibliographical references (page 250).

Print version record.

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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