Key Account Plans

ISBN-13: 9780750683678 / Angielski / Miękka / 2008 / 396 str.

M McDonald

Opis

This book provides an introduction to the principles and reality of strategic key account planning. It delivers: descriptions of the various techniques and the reason for their importance; an approach to using the key techniques to build strategic skills; templates for building real plans; cases, examples and vignettes to show real world practice.

Spis treści

Introduction
The Key Account Strategic Planning Process
Selecting and Categorising Key Account
Analysing the Needs of Key Accounts
Assessing Forecast Revenues and Profitability
Assessing the Riskiness of Key Accounts
Developing and Implementing Key Account Objectives
The Knowledge and Skills for World Class Planning
How to Categorise Suppliers
Measuring the Effectiveness of Key Account Plans

O autorze

Lynette Ryals, Malcolm McDonald