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
Set aside some time to work through the selection process outlined in this chapter and work through some examples.
If information is missing, see if there is a way of getting it.
References
Jap, SD and Anderson, E (2007) Testing a life-cycle theory of cooperative interorganizational relationships: movement across stages and performance, Management Science, 53 (2), pp 260–75
McDonald, M and Rogers, B (1998) Key Account Management: Learning from supplier and customer perspectives, Butterworth-Heinemann, Oxford
Millman, T and Wilson, K (1995) From key account selling to key account management, Journal of Marketing Practice: Applied marketing science, 1 (1), pp 9–21
Rogers, B (2007) Rethinking Sales Management: A strategic guide ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
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.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
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.