Strategic Customer Alliances: How to Win, Manage and Develop Key Account Busi...

by Ken Burnett

This practical guide provides the strategies and tactics necessary to form effective partnerships and customer-driven alliances. Numerous real-life examples and case studies are of specific interest for companies selling in an industrial, retail, or medical environment. Includes the best practices of pro-active key account management, such as how to define, target, and penetrate key accounts and how to negotiate effectively with major customers.

Hardcover