KEY ACCOUNT PLAN - Done right from the start!

Key account plans are considered indispensable and yet in many companies they are rather reluctantly filled out, ignored, inflated into a paper exercise or, on the contrary, bloated into slain documents. Between day-to-day operations and a lack of management involvement, the key account plan often loses its actual purpose: to be a strategic tool in key account management. In this book, Hartmut ...