Malcolm McDonald on Key Account Management

by Malcolm McDonald and Beth Rogers

Malcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed.

Malcolm McDonald on Key Account...

• Format: Paperback
• Language: English
• ISBN: 0749480777
• ISBN13: 9780749480776
• Release Date: August 2017
• Publisher: Kogan Page
• Length: 248 Pages
• Weight: 0.78 lbs.
• Dimensions: 0.5" x 6.1" x 9.2"