Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He pres

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

This volume includes the full proceedings from the 2011 World Marketing Congress held in Reims, France with the theme The Customer is NOT Always Right? Marketin

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

Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and op