Key Account Management

This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts.

Acest text util prezinta in mod clar cele mai bune si mai avansate strategii in managementul conturilor cheie. Autorii ofera instrumentele si procesele pentru un KAM de succes, de la dezvoltarea unui sistem de clasificare a clientilor care functioneaza cu adevarat, pana la analiza nevoilor conturilor cheie.