Key Account Plans

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9780750683678: Key Account Plans

To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald.

Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver-

* Clear descriptions of the various techniques and the reason for their importance

* A hugely powerful step by step approach to using the key techniques to build strategic skills

* Templates for building real plans

* Cases, examples and vignettes to show best real world practice

Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text.

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About the Author:

Lynette specializes in sales, key account management and marketing portfolio management, particularly in service businesses. Her PhD looked at key account profitability and she has published widely on this topic. She is a Registered Representative of the London Stock Exchange and a Fellow of the Society of Investment Professionals. She is also the Director of Cranfield's Key Account Management Best Practice Research Club.

MA(Oxon), MSc, PhD, D.Litt. FCIM FRSA, until recently was Professor of Marketing and Deputy Director Cranfield School of Management, with special responsibility for E-business. Malcolm is a graduate in English Language and Literature from Oxford University, in Business Studies from Bradford University Management Centre, and has a PhD from Cranfield University. He also has an Honorary Doctorate from Bradford University. Malcolm has extensive industrial experience, including a number of years as Marketing Director of Canada Dry.

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1.

Lynette Ryals, Malcolm McDonald
Editorial: Taylor Francis Ltd, United Kingdom (2008)
ISBN 10: 0750683678 ISBN 13: 9780750683678
Nuevos Paperback Cantidad: 1
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The Book Depository
(London, Reino Unido)
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Descripción Taylor Francis Ltd, United Kingdom, 2008. Paperback. Estado de conservación: New. Language: English . Brand New Book. To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible.To achieve this the book is constructed to deliver- * Clear descriptions of the various techniques and the reason for their importance * A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans * Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text. Nº de ref. de la librería AA69780750683678

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Lynette Ryals, Malcolm McDonald
Editorial: Taylor and Francis 2007-12-10, Amsterdam |London (2007)
ISBN 10: 0750683678 ISBN 13: 9780750683678
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Blackwell's
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Descripción Taylor and Francis 2007-12-10, Amsterdam |London, 2007. paperback. Estado de conservación: New. Nº de ref. de la librería 9780750683678

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3.

Lynette Ryals, Malcolm McDonald
Editorial: Taylor Francis Ltd, United Kingdom (2008)
ISBN 10: 0750683678 ISBN 13: 9780750683678
Nuevos Paperback Cantidad: 1
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The Book Depository US
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Descripción Taylor Francis Ltd, United Kingdom, 2008. Paperback. Estado de conservación: New. Language: English . Brand New Book. To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver- * Clear descriptions of the various techniques and the reason for their importance * A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans * Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text. Nº de ref. de la librería AA69780750683678

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Lynette Ryals; Malcolm McDonald
ISBN 10: 0750683678 ISBN 13: 9780750683678
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Descripción Estado de conservación: New. Depending on your location, this item may ship from the US or UK. Nº de ref. de la librería 97807506836780000000

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RYALS, LYNETTE; MCDONALD, MALCOLM.
Editorial: Routledge (2007)
ISBN 10: 0750683678 ISBN 13: 9780750683678
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Herb Tandree Philosophy Books
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Descripción Routledge, 2007. Paperback. Estado de conservación: NEW. 9780750683678 This listing is a new book, a title currently in-print which we order directly and immediately from the publisher. Nº de ref. de la librería HTANDREE0177608

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Ryals, Lynette
Editorial: Routledge (2016)
ISBN 10: 0750683678 ISBN 13: 9780750683678
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Ria Christie Collections
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Descripción Routledge, 2016. Paperback. Estado de conservación: New. PRINT ON DEMAND Book; New; Publication Year 2016; Not Signed; Fast Shipping from the UK. No. book. Nº de ref. de la librería ria9780750683678_lsuk

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Ryals, Lynette
Editorial: Routledge
ISBN 10: 0750683678 ISBN 13: 9780750683678
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Descripción Routledge. Estado de conservación: Brand New. Ships from USA. FREE domestic shipping. Nº de ref. de la librería 0750683678

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Ryals, Lynette, McDonald, Malcolm
Editorial: Routledge (2017)
ISBN 10: 0750683678 ISBN 13: 9780750683678
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Descripción Routledge, 2017. Paperback. Estado de conservación: New. This item is printed on demand. Nº de ref. de la librería P110750683678

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Ryals, Lynette (Author)/ McDonald, Malcolm (Author)
Editorial: Butterworth-Heinemann (2008)
ISBN 10: 0750683678 ISBN 13: 9780750683678
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Revaluation Books
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Descripción Butterworth-Heinemann, 2008. Paperback. Estado de conservación: Brand New. 396 pages. 9.50x7.75x1.00 inches. In Stock. Nº de ref. de la librería __0750683678

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Ryals, Lynette
ISBN 10: 0750683678 ISBN 13: 9780750683678
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Descripción 2008. PAP. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería VT-9780750683678

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