Page 3 - Key Account Management
P. 3
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