Managing Major Accounts
Shaping and Exploiting Your Firm's Intangible Assets
Published on 1. February 1996
Book
Paperback/Softback
200 pages
978-0-07-709069-2 (ISBN)
Description
This work seeks to show that many firms possess unique, but usually intangible, assets which can be shaped and exploited to create a market differentiation. Structured into two sections, the text covers how to develop account strategy and the tools and tactics of account management practice.
More details
Series
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Target group
Professional and scholarly
Illustrations
55ill.
Dimensions
Height: 229 mm
Width: 152 mm
Weight
440 gr
ISBN-13
978-0-07-709069-2 (9780077090692)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Stars and consellations; picking out the stars; new ways of thinking; a view from the other side; creating a customer serving agenda; managing the manageable; close encounters of a special kind; positional play behind a solid defence; barriers to achievement; negotiating the maze; major account profitability; creating sustainable customer partnerships; the account manager's toolkit.