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	Strategic Customer Planning by Alan Melkman
	Price : Rs 895.00
	Your Price : Rs 805.50

The purpose of this book is quite simply to explain and demonstrate ‘how to prepare and use a key account plan’ as an important step towards achieving ‘High Performance Account Management’. Industrial, consumer products and service companies face different challenges. This book addresses these. Each chapter looks at one part of the planning process, explaining the methodology and planning techniques and structures, giving examples and providing formats and checklists to help the reader implement the key account planning process. Over eighty practical tools are provided.

The reader is encouraged to select his/her own personalised reading path through the material depending on the level of existing knowledge and the stage of development of key account processes within their organisation. By the end of the book you will be able to compile a key account plan that will work in your organisation.

This book examines the various steps of the key account planning process and looks at ways of implementing each in a logical and structured manner. ISBN 9788130910499

Pages : 260