Key Customers How to Manage Them Profitably

Developing Successful Business-To-Business Relationships With More Powerful Customers in Highly Competitive Markets Requires Processes and Skills That Go Beyond Traditional Selling Activity. the Very Best State-Of-The-Art Strategies Are Set Out Clearly in This Book in a Practical Way That Can Be Implemented in All Organizations. in Particular 'Key Customers' Looks at * Why Has Key Account Management Become so Critical to Commercial Success? * What Are the Key Challenges and How Do Successful Companies Respond? * Why is It Vital to Understand the Role of Key Account Management in Strategic Planning? * Do You Know What Strategy Your Customer Has for Your Company? by Addressing These Key Questions Mcdonald, Rogers and Woodburn Draw Out the Business Issues That Really Matter - From Developing a Customer Classification System That Really Works, Analysing the Needs of Key Accounts, Developing the Skills of Key Account Managers to How Systems for Implementing Key Account Plans Can Be Develop