August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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Action list
Things to note or find out:
- How is my company’s sales target split between the Ansoff quadrants?
- What is our approach to doing more with our smaller customers online?
- Are we clear about how many key accounts we can manage?
- How does my key account plan fit in with other plans in the business?
- How well do I work with marketing, and mar keting with me?
References
Ansoff, HI (1957) Strategies for diversification, Harvard Business Review, 35 (5), pp 113–24
Loren, G (2005) Dow Corning big pricing gamble, Strategy+Innovation, 7 March
McDonald, M and Rogers, B (1998) Key Account Management: Learning from supplier and customer perspectives, Butterworth-Heinemann, Oxford
McDonald, M and Wilson, H (2011) Marketing Plans: How to prepare ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.