000			02292nam a2200349 a 4500
005			20250930133135.0
008			120323s2011 enka b 001 0 eng
020			_a9780470974155 (pbk.) _cRM170.50
020			_a047097415X (pbk.)
039		9	_a201206122108 _bzaina _c201204232053 _dsanusi _y03-23-2012 _zlatihan
040			_dUKM
090			_aHF5438.8.K48M363 2011
090			_aHF5438.8.K48 _bM363 2011
100	1		_aWoodburn, Diana.
245	1	0	_aKey account management : _bthe definitive guide / _cDiana Woodburn and Malcolm McDonald
250			_a3rd ed.
260			_aChichester, West Sussex, U.K. : _bWiley, _c2011.
300			_axx, 476 p. : _bill. ; _c25 cm.
504			_aIncludes bibliographical references and index.
520			_a'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. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager.'-- _cProvided by publisher.
520			_a'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. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager'-- _cProvided by publisher.
650		0	_aSelling _xKey accounts.
650		0	_aMarketing _xKey accounts.
700	1		_aMcDonald, Malcolm. _940672
907			_a.b1528847x _b2021-05-28 _c2019-11-12
942			_c01 _n0 _kHF5438.8.K48M363 2011
914			_avtls003492680
990			_azsz
991			_aFakulti Ekonomi dan Pengurusan
998			_at _b2012-10-03 _cm _da _feng _genk _y0 _z.b1528847x
999			_c512732 _d512732