Download or read book Key Customers written by Malcolm McDonald and published by Butterworth-Heinemann. This book was released on 2000 with total page 343 pages. Available in PDF, EPUB and Kindle. Book excerpt: Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book in a practical way that can be implemented in all organizations. In particular 'Key Customers' looks at: * why has key account management become so critical to commercial success? * what are the key challenges and how do successful companies respond? * why is it vital to understand the role of key account management in strategic pla.