Managing Major Accounts: Shaping and Exploiting Your Firm's Intangible Assets by Chris Steward
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Managing Major Accounts
Managing Major Accounts
Summary
This work seeks to show that many firms possess unique, but usually intangible, assets which can be shaped and exploited to create a market differentiation. Structured into two sections, the text covers how to develop account strategy and the tools and tactics of account management practice.
Managing Major Accounts Summary
Table of Contents
Stars and consellations; picking out the stars; new ways of thinking; a view from the other side; creating a customer serving agenda; managing the manageable; close encounters of a special kind; positional play behind a solid defence; barriers to achievement; negotiating the maze; major account profitability; creating sustainable customer partnerships; the account manager's toolkit.
Additional information
GOR002474956
9780077090692
0077090691
Managing Major Accounts: Shaping and Exploiting Your Firm's Intangible Assets by Chris Steward
Used - Very Good
Paperback
McGraw-Hill Education - Europe
1996-02-01
200
N/A
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