CIM Professional Development
2 total works
Developing successful business-to-business relationships with more powerful 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 in a practical way that can be implemented in all organizations. In particular 'Key Customers' looks at: * why has key account management become so critical to commercial success? * what are the key challenges and how do successful companies respond? * why is it vital to understand the role of key account management in strategic planning? * do you know what strategy your customer has for your company? By addressing these key questions McDonald, Rogers and Woodburn draw out the business issues that really matter - from developing a customer classification system that really works, analysing the needs of key accounts, developing the skills of key account managers to how systems for implementing key account plans can be developed. Throughout the book the emphasis is on clarifying and articulating the key concepts to give the reader the tools to apply in the marketplace.
The 'real world' approach is based on best practice from leading companies globally and the latest research from the renowned Cranfield School of Management. 'Key Customers' comes from authors with an international reputation in this field and is an essential guide to customer management for marketing and sales executives, and all senior management with strategic responsibility. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student.
The 'real world' approach is based on best practice from leading companies globally and the latest research from the renowned Cranfield School of Management. 'Key Customers' comes from authors with an international reputation in this field and is an essential guide to customer management for marketing and sales executives, and all senior management with strategic responsibility. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student.
The success of Creating Powerful Brands has led to the preparation of this fully revised and updated second edition which retains all the strengths of the original book enhanced by the latest examples and best practice.
The powerful and expert analysis of key elements of branding gives the reader:
* A comprehensive coverage of brand management
* An applications orientated approach grounded on solid theory
* A set of unique frameworks for organizing the principles of brand building
Students on MBA, BA and Professional Development courses as well as practitioners will find this an essential guide when developing more effective brand strategies.
Comprehensive coverage of brand management
Applications orientated, yet grounded on solid theory
Frameworks organizing the principles of brand building
The powerful and expert analysis of key elements of branding gives the reader:
* A comprehensive coverage of brand management
* An applications orientated approach grounded on solid theory
* A set of unique frameworks for organizing the principles of brand building
Students on MBA, BA and Professional Development courses as well as practitioners will find this an essential guide when developing more effective brand strategies.
Comprehensive coverage of brand management
Applications orientated, yet grounded on solid theory
Frameworks organizing the principles of brand building