Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
Columbia University's Noel Capon delivers the only up-to-the-second, must-read handbook for today's sales manager – an A-to-Z how-to on parlaying key accounts, both domestic and global, into unprecedented business success. The current explosion in mergers and acquisitions has prompted a rapid change in the nature of sales straegies and ideologies. So say goodbye to traditional, tired and true systems, and say hello to customer consolidation, account partnerships and above all, increased sales pr
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