Page 3 - Key Account Management
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Contents




               Cover




               Title Page



               Copyright




               Foreword



               Acknowledgements



               The Purpose of This Book




               Before You Read This Book!

                      1. How Well Developed is Key Account Management in Your
                      Organization?

                      2. How Well Do You Know Your Key Accounts?



               List of Figures and Tables


                      Figures
                      Tables



               Chapter 1: The Crucial Role of Key Account

               Management


                      Introduction
                      1.1 Pressures that have Led to Growth in Customer Power

                      1.2 Why Understanding Relationships is so Important
                      1.3 Increasing Complexity of Key Account Relationships



               Chapter 2: Selecting and Categorizing Key
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