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· 제목 : Key Account Plans (Hardcover)
· 분류 : 외국도서 > 경제경영 > 세일즈
· ISBN : 9781138134119
· 쪽수 : 406쪽
· 출판일 : 2015-11-02
· 분류 : 외국도서 > 경제경영 > 세일즈
· ISBN : 9781138134119
· 쪽수 : 406쪽
· 출판일 : 2015-11-02
목차
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
