TY - BOOK ID - 77907057 TI - Strategic customer planning : how to develop and implement a strategic account plan AU - Melkman, Alan. AU - Simmonds, Kenneth. PY - 2006 SN - 1281205184 9786611205188 1854184822 9781854184825 1854183885 PB - London : Thorogood, DB - UniCat KW - Selling KW - Sales management. KW - Marketing KW - Customer services. KW - Customer service KW - Service, Customer KW - Service (in industry) KW - Services, Customer KW - Technical service KW - Customer relations KW - Key accounts in marketing KW - National accounts marketing KW - Customer services KW - Management, Sales KW - Industrial management KW - Key accounts in selling KW - Key accounts. UR - https://www.unicat.be/uniCat?func=search&query=sysid:77907057 AB - Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process. ER -