This new core text focuses on all branches of selling and sales management, from personal selling through to key account management. It focuses on business-to-b

"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management s

Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management

With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book p

An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an excepti