Malcolm mcdonald on key account management takes a step by step approach to presenting best practice in key account management whether your business is starting up or well established there is always more to discover about improving the way value is created between you and your most important customers. Professor malcolm mcdonald is one of the worlds foremost authorities on strategic marketing market segmentation sales and strategic key account management he has written over 45 books on the subject of marketing has spent the past 30 years researching it and has helped many of the worlds leading organizations profit from being more . Malcolm mcdonald and beth rogers have spent over twenty years researching teaching and consulting on key account management and have condensed their knowledge into this book focusing on making it clear concise and easy to use. Key account management the definitive guide 3rd edition revised and updated edition malcolm mcdonald on key account management malcolm mcdonald 50 out of 5 stars 3 paperback 2845 the legal environment of business text and cases frank b cross. Malcolm mcdonald on key account management by malcolm mcdonald beth rogers malcolm mcdonald on key account management explores the challenges of winning retaining and developing key accounts key accounts are customers who help their suppliers grow and consequently they wield significant power
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