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000797031 010__ $$a  2017030249
000797031 020__ $$a9780749480790$$q(electronic book)
000797031 020__ $$a0749480793$$q(electronic book)
000797031 020__ $$z9780749480776
000797031 035__ $$a(DLC)EBC4929728
000797031 040__ $$aNhCcYBP$$cNhCcYBP
000797031 042__ $$apcc
000797031 050_4 $$aHF5415.123$$b.M33 2017
000797031 08200 $$a658.8/102$$223
000797031 1001_ $$aMcDonald, Malcolm,$$eauthor.
000797031 24510 $$aMalcolm McDonald on key account management /$$cMalcolm McDonald with Beth Rogers.
000797031 264_1 $$aLondon ;$$aNew York, NY :$$bKogan Page Limited,$$c2017.
000797031 264_4 $$c©2017
000797031 300__ $$a1 online resource (xviii, 230 pages)
000797031 336__ $$atext$$btxt$$2rdacontent
000797031 337__ $$acomputer$$bc$$2rdamedia
000797031 338__ $$aonline resource$$bcr$$2rdacarrier
000797031 504__ $$aIncludes bibliographical references and index.
000797031 5050_ $$aAcknowledgements -- Introducing key account management -- The role of key accounts in achieving business growth -- Selecting the right key accounts -- Understanding buying decisions -- Key account plans -- Understanding account-based marketing -- People and skills for key account management -- Going global with key accounts -- The risks of key account management -- The future of key account management -- Appendix 1: The McDonald and Rogers 10 guidelines for profitable key account management -- Appendix 2: A quiz for key account managers -- Appendix 3: Important research articles on key account management -- Index.
000797031 506__ $$aAccess limited to authorized users
000797031 533__ $$aElectronic reproduction.$$bAnn Arbor, MI$$nAvailable via World Wide Web.
000797031 588__ $$aDescription based on online resource; title from digital title page (viewed on August 28, 2017).
000797031 650_0 $$aMarketing$$xKey accounts.
000797031 650_0 $$aSelling$$xKey accounts.
000797031 7001_ $$aRogers, Beth,$$d1957-$$eauthor.
000797031 7102_ $$aProQuest (Firm)
000797031 77608 $$iPrint version:$$aMcDonald, Malcolm, author.$$tMalcolm McDonald on key account management$$dNew York : Kogan Page Ltd, [2017]$$z9780749480776$$w(DLC) 2017022502
000797031 852__ $$bebk
000797031 85640 $$3GOBI DDA$$uhttps://univsouthin.idm.oclc.org/login?url=http://ebookcentral.proquest.com/lib/usiricelib-ebooks/detail.action?docID=4929728$$zOnline Access
000797031 909CO $$ooai:library.usi.edu:797031$$pGLOBAL_SET
000797031 980__ $$aEBOOK
000797031 980__ $$aBIB
000797031 982__ $$aEbook
000797031 983__ $$aOnline