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020			_a9781119207252 _q(electronic bk.)
020			_a1119207258 _q(electronic bk.)
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035			_a(OCoLC)828303927 _z(OCoLC)726601558 _z(OCoLC)765828449
037			_a69B31308-EF66-42B5-9CE7-B7C456C6CB37 _bOverDrive, Inc. _nhttp://www.overdrive.com
050		4	_aHF5438.8.K48 .W35 2012
072		7	_aBUS _x043020 _2bisacsh
082	0	4	_a658.8 _a658.804
049			_aMAIN
100	1		_aWoodburn, Diana.
245	1	0	_aKey Account Management : _bthe Definitive Guide.
250			_a3rd ed.
260			_aChichester : _bWiley, _c2012.
300			_a1 online resource (498 pages)
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
505	0		_aKey Account Management: The Definitive Guide; Contents; Foreword; Acknowledgements; The purpose of this book; Before you read this book!; List of figures and tables; 1 The crucial role of key account management; Introduction; 1.1 Pressures that have led to growth in customer power; 1.1.1 Summary of the pressures; 1.1.2 Rapid change; 1.1.3 Process refinement; 1.1.4 Redefining the marketplace and pleasing the customers; 1.1.5 Globalization; 1.1.6 Implications; 1.2 Why understanding relationships is so important; 1.2.1 Relationship risks; 1.2.2 Satisfactory return.
505	8		_a1.2.3 Implications of joint commitment1.2.4 Misconception and disappointment; 1.3 Increasing complexity of key account relationships; 1.3.1 The consolidation of customers; 1.3.2 Dual roles: the customer may be 'competitor' as well as 'client'; 1.3.3 The development of global businesses that demand global supply; 1.3.4 The accelerating pace of change, particularly as new IT reshapes markets; 1.3.5 The emphasis on strategic alliances; Summary; 2 Selecting and categorizing key customers; Introduction; 2.1 Why is choosing the right customers so important?; 2.1.1 Fulfilling corporate strategy.
505	8		_a2.1.2 Selecting for superior returns2.1.3 How many key accounts?; 2.2 Selection criteria; 2.2.1 Identifying customers; 2.2.2 Choosing selection criteria; 2.2.3 Applying selection criteria; 2.3 Categorizing key customers; 2.3.1 The key account selection matrix; 2.3.2 Relative business strength; 2.3.3 Rebuffs and exits; 2.3.4 Categorization versus selection: portfolios versus lists; 2.3.5 Allocating scarce resources; Summary; 3 Relationship stages; Introduction; 3.1 Understanding key relationships; 3.1.1 Why do you need to know?; 3.1.2 The hierarchy of key relationships.
505	8		_a3.2 Stages in key relationships3.2.1 Exploratory relationships; 3.2.2 Basic relationships; 3.2.3 Cooperative relationships; 3.2.4 Interdependent relationships; 3.2.5 Integrated relationships; 3.2.6 Disintegrating relationships; Summary; 4 Developing key relationships; Introduction; 4.1 The customer's point of view; 4.1.1 What do customers want?; 4.1.2 A deep understanding of the customer; 4.2 Developing relationships; 4.2.1 Choosing the right relationship stage; 4.2.2 Contact mapping; 4.2.3 Relationship-building strategies; 4.2.4 Building an interdependent relationship.
505	8		_a4.3 Managing relationships4.3.1 Multilevel relationships; 4.3.2 Avoiding relationship traps; Summary; 5 The buyer perspective; Introduction; 5.1 The purchasing context; 5.1.1 Customer drivers; 5.1.2 Cost reduction; 5.1.3 Risk reduction; 5.2 Buying company strategies; 5.2.1 Strategy independence; 5.2.2 Strategy direction matrix; 5.2.3 Supply chain integration; 5.2.4 Matching strategies; 5.2.5 Supplier delusions; 5.2.6 Trust; 5.3 Balance of power; Summary; 6 Key account profitability; Introduction; 6.1 Profitability in the context of key accounts.
500			_a6.1.1 Sustainable competitive advantage and key accounts.
520			_a""This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling."" Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known autho.
588	0		_aPrint version record.
504			_aIncludes bibliographical references and index.
650		0	_aMarketing _xKey accounts.
650		0	_aSelling _xKey accounts.
650		4	_aBUSINESS & ECONOMICS _xGeneral.
650		4	_aBusiness.
650		4	_aKey account management.
650		4	_aMarketing _xKey accounts.
650		4	_aSelling _xKey accounts.
650		7	_aBUSINESS & ECONOMICS _xMarketing _xIndustrial. _2bisacsh
650		7	_aMarketing _xKey accounts. _2fast _0(OCoLC)fst01010204
650		7	_aSelling _xKey accounts. _2fast _0(OCoLC)fst01112026
655		4	_aElectronic books.
700	1		_aMcDonald, Malcolm.
776	0	8	_iPrint version: _aWoodburn, Diana. _tKey Account Management : The Definitive Guide. _dChichester : Wiley, ©2012 _z9780470974155
856	4	0	_uhttp://onlinelibrary.wiley.com/book/10.1002/9781119207252 _zWiley Online Library [Free Download only for SUST IP]
938			_a123Library _b123L _n56712
938			_aBooks 24x7 _bB247 _nbkb00040943
938			_aEBL - Ebook Library _bEBLB _nEBL706940
938			_aEBSCOhost _bEBSC _n490398
938			_aYBP Library Services _bYANK _n9805218
994			_a92 _bDG1
999			_c63977 _d63977