August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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INDEX
Note: The index is filed in alphabetical, word-by-word order. Numbers within main headings are filed as spelt out. Acronyms are filed as presented. Page locators in italics denote information contained within a Figure or Table.
ABM Lite 116, 117, 118–19, 120, 121, 122, 123
account attractiveness factors 39–41
account-based marketing (ABM) 20, 21, 22–23, 113–32, 198–201
see also business knowledge; company information
account management simulation 104–10
acquisition strategy 159, 161, 164, 177
actionable goals 91
advanced analytics 200
Ainsworth & Bibury 47
anchor accounts 45
application programming interfaces ...
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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.