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Capon, Noel 作者

Simon & Schuster

译者

2001-9 出版日期

480 页数

356.00元价格

HRD

丛书系列

9780743211888 图书编码

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发表于2024-11-10

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Key Account Management and Planning 在线电子书 epub 下载 mobi 下载 pdf 下载 txt 下载 2024

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Key Account Management and Planning 在线电子书图书描述

Columbia University's Noel Capon delivers the only up-to-the-second, must-read handbook for today's sales manager - an A-to-Z how-to on parlaying key accounts, both domestic and global, into unprecedented business success. The current explosion in mergers and acquisitions has prompted a rapid change in the nature of sales straegies and ideologies. So say goodbye to traditional, tired and true systems, and say hello to customer consolidation, account partnerships and above all, increased sales pressure. It's a bold new business world, in which a firm's 'key' accounts are by far its most crucial assets. Recognising the central importance of managing key accounts, Noel Capon has written a timely and truly indispensable guide for the entire sales force, from the sales director to the key-account manager. He presents a powerful, step-by-step framework for developing domestic and global strategies, organising the process, managing the sales force, and effectively analyzing key accounts.

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