Key Account Manager's Bundle
Published on 22. September 2008
Book
824 pages
978-1-85617-645-3 (ISBN)
Description
This bundle contains the following 2 respected books:
Key Account Management, 2nd edition, ISBN: 9780750662468
Key Account Plans, ISBN: 9780750683678
The Key Account Manager's Bundle is a fantastic package of essential key account information and advice that provides pragmatic and practical solutions to account management and planning.
Key Account Management, is written by two experienced authors in this area. The book provides tools and processes for successful key account management which have been developed and refined by tough consultancy projects with the boards of some of the world's leading companies. The 'real world' approach is backed by the latest industry case studies and research from the renowned Cranfield School of Management.
Key Account Plans, whilst covering some similar material, is a practical workbook for those who need to execute plans for key accounts. Again the authors use their wide experience and expertise to deliver templates, recommendations and no-nonsense advice for sound analysis and decision making that leads to real plans.
Packaged together for the first time this critical toolkit for anyone working with key accounts is a must have.
Key Account Management, 2nd edition, ISBN: 9780750662468
Key Account Plans, ISBN: 9780750683678
The Key Account Manager's Bundle is a fantastic package of essential key account information and advice that provides pragmatic and practical solutions to account management and planning.
Key Account Management, is written by two experienced authors in this area. The book provides tools and processes for successful key account management which have been developed and refined by tough consultancy projects with the boards of some of the world's leading companies. The 'real world' approach is backed by the latest industry case studies and research from the renowned Cranfield School of Management.
Key Account Plans, whilst covering some similar material, is a practical workbook for those who need to execute plans for key accounts. Again the authors use their wide experience and expertise to deliver templates, recommendations and no-nonsense advice for sound analysis and decision making that leads to real plans.
Packaged together for the first time this critical toolkit for anyone working with key accounts is a must have.
More details
Language
English
Place of publication
Oxford
United Kingdom
Publishing group
Elsevier Science & Technology
Target group
College/higher education
Professional and scholarly
ISBN-13
978-1-85617-645-3 (9781856176453)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
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. 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.
Author
Until recently, Professor of Marketing and Deputy Director of Cranfield School of Management and formerly Marketing Director of Canada Dry, UK
Professor of Strategic Sales and Account Management, Cranfield School of Management, UK
Director, Marketing Best Practice and Visiting Research Fellow, Cranfield School of Management