Diesel eBooks
Home
      Advanced Search
Log In
Harrison romance book
Tell a friend about:
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset ebook here
Other Marketing - Advertising/PR Categories
Advertising & Promot (168)
Fiction eBooks
General Fiction
Romance
Erotica
Fantasy
Science Fiction
Mystery & Detective
Suspense & Thrillers
Action & Adventure
Children's Fiction
Classics & Drama
Literary & Poetry
Download Free eBooks

Last Viewed



Download Free
eBooks Readers
Mobipocket Reader
Microsoft MS Reader
Adobe Reader
Palm eReader
To browse or view on:
Pocket PC PDA
Palm PDA
Handspring PDA
Wireless Phone
Personal PC
      Talk To Us
If you notice any site errors or have an idea, we'd love to hear it no matter how small.

Your first time?
We recommend you download one of our test eBooks to make sure you have the right settings on your computer.




Since I have discovered the joys of E-books, I have become addicted to your online site. You have such an extensive range. No more waiting and in most cases it costs less than a cup of coffee and slice of cake. Thanks for your great service.

C.
Brisbane Australia
Home > Business & Economics > Marketing - Advertising/PR > Advertising & Promotion > Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset-eBook
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset ebook emailfriend
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
Capon, Noel
 
 
Retail:
Our price:
Discount next order:
Your effective price:
Total savings:
 
Mobi
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset mobi iconpicture
$17.99
$16.12
$-0.56
$15.56
$ 2.43
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset ebook buy mobipocket
Wishlist
Adobe
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset Adobe iconpicture
$17.99
$16.59
$-0.58
$16.01
$ 1.98
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset ebook buy adobe
Wishlist
M-soft
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset ms reader iconpicture
$17.99
$17.88
$-0.63
$17.25
$ 0.74
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset ebook buy ms reader
Wishlist
receive alert on new titles by this author

Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition.
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset ebook adobe icon Adobe Settings
Read Aloud:No
Copying:Not allowed
Printing:Not allowed

People who bought Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset also bought

Financial Valuation Workbook Best price $35.37
How to Manage Profit and Cash Flow: Mining the Numbers for Gold Best price $17.67


Title of ebook: Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
ISBN: 9780743215442
Publisher: Free Press
Internet download file size: 2654 kb
Pages: 480
Released online for download: 10-01-2001
Author of eBook: Capon, Noel

Key Account Management and Planning


Chapter One: The Rationale for Key Account Management

On August 21, 1998, it was announced that telecommunications supplier Ciena would not be receiving an expected $100 million worth of business from key account AT&T. As a direct result of this news, Ciena's stock price plunged 45%, from $56.78 to $31.25. On August 28, a planned merger between Ciena and Tellabs based on a one-for-one stock swap that valued Ciena at $7.3 billion was being renegotiated at $4.7 billion. Shortly afterwards, Ciena announced the loss of a $25 million sale to key account Digital Teleport. On September 14, the merger was abandoned with Ciena's share price at $13.19.

On January 4, 2000, General Motors announced that it was ceasing participation in B2B auctions managed by Freemarkets Inc. Freemarkets' share price dropped from a high of $370 th ... read full excerpt from Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset ebook

Share your thoughts on the Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset ebook with other internet viewers!


Similar categories
  • Advertising & Promotion
  • Marketing - Advertising/PR
  • Entrepreneurship
  • Marketing - Selling
  • Sales & Selling - Management
    • Similar Titles For: Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
    The Marketing Mavens
    The Marketing Mavens ebook cover
    By Capon, Noel
    The way far too many people at far too many companies think about and execute marketing was born in an era when suppli ...
    Best price: $16.78
    ARE BAD TELEPHONE MANNERS COSTING YOU SALES?
    ARE BAD TELEPHONE MANNERS COSTING YOU SALES? ebook cover
    By Hamit, Francis
    A discussion about the impact of telephone manners upon the reputation and sales of a business or other organization. ...
    Best price: $4.13
    No Lie - Truth is the Ultimate Sales Tool
    No Lie - Truth is the Ultimate Sales Tool ebook cover
    By Maher, Barry
    No Lie - Truth is the Ultimate Sales Tool ...
    Best price: $12.82
    Rethinking the Sales Force: Redefining Selling to Create and Capture Cus
    Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value ebook cover
    By Rackham, Neil
    Rethinking the Sales Force demonstrates how the successful sales force manages complex business processes with multipl ...
    Best price: $23.21
    Help
    Support Center
    Report a problem
    Knowledgebase/FAQ's
    Troubleshooter
    Account Info
    My history
    My wishlist
    Update info
    New Arrivals
    ALL
    Romance
    Erotic
    Science fiction
    Fantasy
    Business
    Computers
    Coming Soon
    Top Sellers
    ALL
    Fiction
    Romance
    Erotic
    Science fiction
    Fantasy
    Business
    Computers
    Programming
    Top Categories
    Just Reduced
    ALL
    Romance
    Erotic
    Science fiction
    Fantasy
    Business
    Computers
    About
    Contact us
    Privacy & Security
    How to order
    Frequent buyers prog.
    Affiliate program
    Topical Resources
    Download Free eBooks
    CCBot/1.0 (+http://www.commoncrawl.org/bot.html) via 38.103.63.61,38.103.63.61,75.126.76.6