Name: El Management de las cuentas clave: Cómo seleccionar, tratar y retener a los clientes mas rentables
Brand: Atlantic Books
SKU: 9789506417673
Price: 2788.0 INR
Availability: OutOfStock

El Management de las cuentas clave: Cómo seleccionar, tratar y retener a los clientes mas rentables

by Malcom MacDonald , Diana Woodburn

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ISBN13: 9789506417673
Binding: Paperback
Subject: N/A
Publisher: Ediciones Granica, S.A.
Publisher Imprint: Ediciones Granica, S.A.
Publication Date: July 1, 2013
Pages: 492
Original Price: USD 28.0
Language: Spanish
Edition: N/A
Item Weight: 776 grams
BISAC Subject(s): Management

About The Book

Desarrollar relaciones eficaces de negocio-a-negocio (business-to-business) con los clientes mas importantes en mercados altamente competitivos requiere procesos y habilidades que van mas alla de la actividad tradicional de ventas. Woodburn y McDonald proporcionan las herramientas y procesos que debieron aplicarse para asegurar el exito en algunas de las principales compañias del mundo. El libro pone de relieve los elementos mas importantes, desde desarrollar un sistema de categorizacion de los clientes que realmente funcione y analizar las necesidades de aquellos considerados clave, hasta comprender las nuevas habilidades requeridas por los gerentes de cuentas claves y asegurar que los planes de cuentas clave sean implementados. Este enfoque del mundo real esta respaldado por una serie de pricipios demostrados y por la investigacion mas reciente de la renombrada Cranfield School of Management. Se trata de una obra insustituible para los estudiantes y licenciados en administracion de empresas, asi como para los directores de las compañias de business-to-business y los gerentes de cuentas clave. Diana Woodburn, master en Ciencias, licenciada en Administracion de Empresas y licenciada en Finanzas, es directora gerente de Marketing Best Practice, investigadora visitante en la Cranfield School of Management e investigadora asociada en la Warwick Business School. Ha desarrollado las capacidades de gestion de cuentas claves (KAM) de importantes compañias y ha formado aproximadamente a tres mil ejecutivos en todo el mundo. Malcom McDonald, licenciado en Artes (Oxon) con una maestria en Ciencias, dr. en Literatura y lic. en Finanzas, es profesor emerito de la Cranfield University School of Management. Autor de 43 libros, es presidente de seis compañias y trabaja con las juntas directivas de las empresas mas importantes del mundo.

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