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MalColm McDonald on Key Account Management (Paperback) (Malcolm McDonald & Beth Rogers)

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About this item

Malcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed.

Malcolm McDonald on Key Account Management takes a step-by-step approach to presenting best practice in key account management. Whether your business is starting up or well-established, there is always more to discover about improving the way value is created between you and your most important customers. Malcolm McDonald and Beth Rogers have spent over twenty years researching, teaching and consulting on key account management, and have condensed their knowledge into this book, focusing on making it clear, concise and easy to use.

Number of Pages: 226
Genre: Business + Money Management
Format: Paperback
Publisher: Kogan Page Ltd
Author: Malcolm McDonald & Beth Rogers
Language: English
Street Date: August 28, 2017
TCIN: 52219719
UPC: 9780749480776
Item Number (DPCI): 248-43-5796
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$28.45
MSRPReg: $29.95 Save $1.50 (5% off)
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